111306 - Pricing and Selling

111306 - Pricing and Selling - prospecting and qualifying...

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PRICING AND SELLING November 13, 2006
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Price Definition Profit = Revenue - Expenses Market Share - listed as %age Breakeven Point How to price? 2 strategies: Skimming pricing Penetration pricing
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Sales 3 tasks: Order processing Creative selling Missionary selling Sales Process
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Unformatted text preview: prospecting and qualifying approach presentation demonstration handling objections closing follow-up Non-personal Selling Advertising Product Advertising Institutional Advertising Sales Promotion Public Relations Questions...
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111306 - Pricing and Selling - prospecting and qualifying...

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