Chapter6

Chapter6 - Chapter 6 Chapter Adaptive Selling for...

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Chapter 6 Chapter 6 Adaptive Selling for Relationship Building
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C. 6 - Opening Chapter Profile C. 6 - Opening Chapter Profile Ashley Braine – Texas State Ashley Braine – Texas State Former Texas State University Professional Selling student Former President of Students in Free Enterprise (SIFE) Accepted into Dell’s Accelerated Leadership Program
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Types Of Presentations Types Of Presentations Standard Memorized Presentation (Canned) Completely memorized sales presentation Ensures that the salesperson will provide complete and accurate information about the firm’s products and policies Effectiveness limited – no interaction Outlined Presentation Prearranged presentation that lists the most important sales points to be discussed when calling on a customer Can be very effective because it is well organized/natural/flexible
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Continued Continued Customized Presentation A written and/or oral presentation based on a detailed analysis of the customer’s needs Presentation builds respect Allow for expressing empathy The company may want to bring in a specialist
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Adaptive Selling and Sales Success Adaptive Selling and Sales Success Adaptive selling- selling behavior and approaches are altered during a sales interaction or across customer interactions, based on information about the nature of the selling situation Forces the salesperson to practice the marketing concept Selecting the appropriate sales strategy for a sales situation and making adjustments during the interaction are crucial Does not mean the salesperson should be dishonest
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Knowledge and Adaptive Selling Knowledge and Adaptive Selling Knowledge is a key ingredient in selling (Product, company, customer, and competitors) Enables the salesperson to build self-confidence, gain the buyer’s trust, satisfy customer needs, and practice adaptive selling
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Product and Company Knowledge Product and Company Knowledge Purchasing agents rate product knowledge as one of the most important attributes of good salespeople Generally, the service provided is more important than the performance of the product
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Chapter6 - Chapter 6 Chapter Adaptive Selling for...

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