Chapter9

Chapter9 - Chapter 9 Chapter Making The Sales Call Making A...

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Chapter 9 Chapter 9 Making The Sales Call
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Making A Good Impression Making A Good Impression Arrive on time Entrance Gaining buyer interest (all are important to securing commitment and building partnerships) Impression management- salesperson’s process of managing the buyer’s impression of them
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Waiting For The Prospect Waiting For The Prospect Punctuality Every salesperson must expect to spend a certain portion of each working day waiting for sales interviews Make use of time Maximum wait time (15 minutes or exceptions)
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First Impressions First Impressions Physical attractiveness and gender matter, unfortunately! Generation matters – Gen. X relating to Boomers and traditionalists Good impressions – confidence, well groomed, lengthy Remember names, exchange business cards, use name at least one more time Do not sit down until prospect sits down
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Getting A Customer’s Attention Getting A Customer’s Attention
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This note was uploaded on 11/10/2009 for the course MAR 4400 taught by Professor Roberta.ciraldo during the Summer '09 term at FAU.

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Chapter9 - Chapter 9 Chapter Making The Sales Call Making A...

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