Week_13a_-_Promotion_II_-_Personal_Selli

Week_13a_-_Promotion_II_-_Personal_Selli - Promotion:...

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Promotion:   Personal Selling  BA 303 Weeks 13.1
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Q of the Day BA 303/Coupland Sales Promo 2
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Promotion Personal Selling What is personal selling The selling process Key talents of successful salespeople Sales force structure Sales force evaluation Sales Promotion What is sales promotion? Growth of sales promotion Sales promotion techniques BA 303/Coupland Sales Promo 3
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ADVERTISING PUBLICITY MARKETING PR/ PUBLICITY ADVERTISING DIRECT SALES PROMOTION PERSONAL SELLING PROMOTION MIX PRODUCT PROMOTION PRICE PLACE MARKETING MIX BA 303/Coupland Sales Promo 4
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Personal Selling “Salesperson”  covers a wide range of positions  from  order takers  to  order getters. Salespeople have multiple tasks: Create sales “Boundary spanning” Educate customers (represent the company) Bring information to the company (represent the customers) BA 303/Coupland Sales Promo 5
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Figure 13.3 Major Steps in the Selling Process BA 303/Coupland Sales Promo 6
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Obtain leads and scout out qualified prospects.   Use: Referrals Directories Cold calling Qualify leads through a screening process. BA 303/Coupland Sales Promo 7
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2. Preapproach Learn as much as possible about a prospective  customer before making a sales call. Establish your call objectives:
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Week_13a_-_Promotion_II_-_Personal_Selli - Promotion:...

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