MKTG 425.docx - 8/24 Marketing Pieces Target market...

Info icon This preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
8/24 Marketing Pieces Target market segments by using product, price, channels, and communication. Communication includes advertising, PR, direct selling, and personal selling. Personal selling is the focus of sales force management. Sales and salespeople make up a very large part of the business world, 11-15% of our labor force works in sales in some capacity and businesses spend upwards of $800 billion collectively every year. However, a single call in a call center can cost up to $250 to a firm, so the sales force must be closely managed and improved. October 12 - Purdue Selling Competition October 22 - Professional selling summit November 17 - Sales simulation The communication process Message sender (Salesperson) and message receiver (client) Encode the message you want to send in a way that allows for the recipient to decode your message without confusion. Use emotional words, power words, but in a very professional tone. Actively listen to the client, repeat what they are saying, clarify and rephrase, summarize the discussion so you can both be on the same page and ensure your messages are decoded properly. Creating 4 quadrants with two axes, responsiveness and assertiveness, we see the four basic social styles: analytical, drivers, amiable, and expressive. Low responsiveness (Analytical, Drivers) means these people don’t often express their emotions, the opposite is true for high responsiveness (amiable, expressive) who show their emotions more often. Assertiveness, on the other hand, is the degree to which a person has opinions and makes their position clearly know to others. Low assertiveness style (amiable, analytical) prefer to keep their opinions to themselves in a public setting, while assertive styles (drivers, expressive) make sure it is very obvious how they feel on a subject. Analytical = Data Amiable = Relationship Drivers = Options Expressive = Big Picture 4 Steps of selling
Image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Prospecting Importance: prospecting is needed to find new customers and grow sales outside of existing customers. Good prospects have a need or want already, as well as the ability to afford your solution. If they work for a firm, they must be able to authorize a purchase, in some cases they must be eligible to buy what you’re selling as well. Can the lead be approached favorably? What advantages do you already possess and what gatekeepers are between the yourself and the decision maker? Techniques: Using satisfied customers to find other, new customers. Promotional activities to let people know about your product or service. Lists and directories allow for cold calls and creating large groups of potential customers, keeping good records helps with this, you can call prospects back if they give a date they get paid. Set quotas for how many people or businesses you want to contact in a given period (10 calls before coffee), use canvassing (walking into multiple businesses near each other) to get your numbers up quickly.
Image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern