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mktg3513class2 - Determine details Search for potential...

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The Selling Process and the The Selling Process and the Buying Process Buying Process Chapter Two
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Stages in the Selling Process Stages in the Selling Process Prospecting for Customers Opening the Relationship Qualify the Prospect
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Selling Process (cont.) Selling Process (cont.) Sales Presentation give the pitch, handle objections
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Selling Process (cont.) Selling Process (cont.) Close the Sale Follow-up
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Choices in Selling Techniques Choices in Selling Techniques Stimulus-response approach Mental-states approach (AIDA) Need-satisfaction approach Problem-solution approach
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The Buying Process The Buying Process Anticipate a need
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Unformatted text preview: Determine details Search for potential suppliers Proposals or bids Evaluation of alternatives – purchase Performance evaluation Repeat purchase Sales Job Type Sales Job Type Trade Selling primary responsibility to provide customers with promotional and merchandising support Missionary Selling primary job is to provide customers with product information and assistance Sales Job Type Sales Job Type Technical Selling primary responsibility to provide customers with technical assistance New Business Selling identify and obtain new business...
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