Chapter1

Chapter1 - Chapter 1 Chapter Selling and Salespeople Why...

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Chapter 1 Chapter 1 Selling and Salespeople
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Why Learn About Personal Selling? Why Learn About Personal Selling? Personal selling -a person-to-person business activity in which a salesperson uncovers & satisfies the needs of a buyer to the mutual, long- term benefit of both parties - Page 5 Everyone sells Principles of selling are useful to everyone (employers, customers, and yourself)
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What Do Salespeople Do What Do Salespeople Do Weekly? Weekly? Exhibit 1.3 – P. 8 Exhibit 1.3 – P. 8 Selling- Internal & External - prospecting for new customers, sales to current customers on site, making sales presentations, demonstrating products, negotiating price and delivery time and Servicing Customers & Traveling- interacting with Administrative tasks - Providing information to the company and preparing information for customers –
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Distribution Channels Distribution Channels Business-to-Business Business-to-Business Two main channels are: (Exhibit 1-4) Direct Sales – call directly on manufacturers – i.e. Nucor and Dow Sales through Distributors - Trade salespeople – i.e. Intel-Arrow Electronics-Hewlett Packard Missionary salespeople – promote products ONLY – do not actually sell the product
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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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Chapter1 - Chapter 1 Chapter Selling and Salespeople Why...

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