Chapter 16 Study Notes

Chapter 16 Study Notes - Chapter 16 1. Discuss personal...

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Chapter 16 1. Discuss personal selling process, distinguishing between transaction-oriented  2. 3. The Personal Selling Process STEPS IN THE SELLING PROCESS Prospecting and Qualifying:  Identify qualified potential customers. This is the  single easiest way to improve sales. If you chase the right people you will sell much  more in a much shorter period. Preapproach:   You must know fully your own organization or product and how  best to approach a prospect before you proceed. Approach:  This is the stage that the salesperson gets the relationship off to a  good start. This means knowing your opening lines, follow ups, and pre ready remarks.  You should also know some key questions to understand how better to serve the 
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This note was uploaded on 05/22/2008 for the course COMM 212 taught by Professor Brentpearce during the Spring '08 term at McGill.

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Chapter 16 Study Notes - Chapter 16 1. Discuss personal...

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