This preview shows pages 1–3. Sign up to view the full content.
This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: a. Prospecting-process of locating new customers b. Leads-those who may become customers c. Prospects-those who need the product or service d. Qualified prospects-able to make the buying decision and pay for the product 2. Determining customers needs and wants 3. Demonstrating the capabilities of the firm and its products 4. Closing the sale a. Close-getting the prospects commitment 5. Following up and servicing the account a. Cross sell-sell additional products and services to the same customer ADVANTAGES AND DISADVANTAGES OF PERSONAL SELLING COMBINING PERSONAL SELLING WITH OTHER PROMOTIONAL TOOLS COMBINING PERSONAL SELLING AND ADVERTISING COMBINING PERSONAL SELLING AND PUBLIC RELATIONS COMBINING PERSONAL SELLING AND DIRECT MARKETING COMBINING PERSONAL SELLING AND SALES PROMOTION COMBINING PERSONAL SELLING WITH THE INTERNET EVALUATING THE PERSONAL SELLING EFFORT CRITERIA FOR EVALUATING PERSONAL SELLING...
View Full Document
This note was uploaded on 01/10/2010 for the course MATH 215 taught by Professor Orrwel during the Fall '08 term at Alabama State University.
- Fall '08