Ch_1_PP_5th_Edition

Ch_1_PP_5th_Edition - Focusing on Building Relationships...

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1 David J. Lill and Jennifer K. Lill DM Bass Publications Focusing on Building Relationships Focusing on Building Relationships
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2 Learning Objectives: Appreciate the role of selling in our economy. Understand the purpose of personal selling. Recognize the different types of sales jobs and the requirements for success in each. Identify the personal characteristics that are needed for success in a selling career. Examine professional selling as a viable career opportunity . CHAPTER 1 CHAPTER 1 A Career in Professional Selling
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3 The Value of Salespeople Salespeople are… SOLUTIONS PROVIDERS! Sales professionals demonstrate their value to customers by providing information and helping solve problems.
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4 Everybody Sells Human relation skills are basic selling skills. Skills are learned and practiced from birth . Everyone has a base upon which to build their selling abilities. Introverts and extroverts are successful in selling.
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5 Definition of Personal Selling Personal selling is the process of seeking seeking out people who have a particular need, assisting assisting them to recognize and define that need, demonstrating demonstrating to them how a particular service or product fills that need, and persuading persuading them to make a decision to use that service or product. QuickTimeª and a TIFF (Uncompressed) decompressor are needed to see this picture.
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The Sales Edge Salespeople are made, not born, and they are made with concentrated attention , repeated practice , and goal oriented direction . QuickTimeª and a
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This note was uploaded on 12/03/2008 for the course MKT 363 taught by Professor Bingham during the Fall '08 term at Bryant.

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Ch_1_PP_5th_Edition - Focusing on Building Relationships...

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