Lecture 27_Chapter 20 - Chapter 20: Personal Selling and...

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Unformatted text preview: Chapter 20: Personal Selling and Sales Management Professor Jade DeKinder What You Should Know { The 6 elements of communication { The 5 promotional elements { Advantages and disadvantages to each element { The 3 stages of the promotional decision process What You Will Know { What personal selling is { The three types of personal selling { The six stages of personal selling { The 3 presentation formats and the 6 ways to handle objectives { The 3 functions of sales management Personal selling { Two-way flow of communication between a buyer and a seller Often face-to-face Designed to influence Personal selling in Marketing 1) Critical link between firm and customers 2) Salespeople are the firm in a customers eyes 3) Plays a dominant role in marketing program Creating Value { Relationship selling Building ties over time Salespersons attention and commitment { Partnership (enterprise) selling Buyers and sellers Customize solutions Joint planning Shared information Forms of Personal Selling 1) Order taker o Outside or Inside 2) Order getter o Outside or Inside 3) Customer sales support o Missionary salespeople o Sales engineer o Team selling o Conference and seminar selling Prospecting...
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This note was uploaded on 09/08/2008 for the course MKT 337 taught by Professor Mcallister during the Spring '07 term at University of Texas at Austin.

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Lecture 27_Chapter 20 - Chapter 20: Personal Selling and...

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