10) - MSC 313 Relationship Marketing / Selling Preparing...

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MSC 313 Relationship Marketing / Selling Preparing for The Sales Call & Interviewing Today’s Class Feedback Sales call Preparation Interviewing Systems Exam 2 Review Why Plan sales call ? If not may. .. Cover material of no interest
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Push unrealistic goals Become unfocused Waste time In -class AssignmentPre- call Information? You are a text book sales  representative. You are calling on me at Owen cafeteria  to try to sell me on switching my text  book for MSC 313 to your publication. What do you need to know beforehand  to be effective?
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15 minutes , 1/2 a page Where do I get this Info from? Internet Internal Resources Secretaries/Receptionists ( Remember  the Butterfly Effect?) Non-Competing Salespeople Sources within prospect company Other Sources Prospect themselves?
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Criteria for Effective Objectives Specific Achievable ( realistic) Measurable Objective Setting Assume sale will take multiple calls
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This note was uploaded on 03/30/2008 for the course MSC 313 taught by Professor Iles during the Spring '08 term at Michigan State University.

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10) - MSC 313 Relationship Marketing / Selling Preparing...

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