Lecture_2_Foundation_Concepts_Jan_14_201[1]

Lecture_2_Foundation_Concepts_Jan_14_201[1] - ABM 222...

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Unformatted text preview: ABM 222 Agribusiness and Food Sales January 14, 2010 Foundation Skills Introductory Concepts Definition: Personal Selling An interpersonal process during which a seller _uncovers__ and _satisfies__ the needs of a buyer to the mutual, ___long term__ benefit of both parties Selling is more than making a sale and getting an order The Ideal for a long term relationship is a win-win. Agribusiness and Food Sales ABM 222 Not this- con guy kind of sales Win- Win- collaborative Introductory Concepts Personal Selling Involves... Helping the customer identify problems or _____needs____ Offering information about potential ___solutions______ Convincing the customer your companys product or service can ____solve_____ the problem Introductory Concepts Personal Selling Involves... Providing post-sale_service_ to insure long term customer satisfaction collaborative Correctly and ethically adapting the sales process to the needs of the _respective_ customer Focusing on real problems and real solutions that mutually benefit both buyer and seller The objective is to build a relationship that provides ____long term__ benefits to ___both_______ parties. Introductory Concepts Personal Selling Is Not About ... Creating a need that did not exist (Selling snowballs to Eskimos) Introductory Concepts Personal Selling Is Not About ... Having a product and finding a customer need for it Misrepresenting_ a product as a problem solver when it is not What Salespeople Do... Direct Selling Responsibilities Prospecting- (Finding new customers) Pre-call Planning Attracting Customer Attention and Interest Making-presentations Handling objections Closing the Sales- easy if the first 5 steps are done well We will be breaking these all down in smaller pieces throughout the semester You will be performing all of these in your RSS assignment/presentation What Salespeople Do Indirect Selling Responsibilities Handling complaints Maintaining Open Communications with buyer Market Intelligence- comp cust everything Staying Current on technical Information Bill Collection What Salespeople Do Indirect Selling Responsibilities Keeping contact with Experts Trade & Public Relations (staying current) Processing paperwork Personalized Customer Service (Arguably belongs on the direct list. On exam, will accept its appearance on either.) What Salespeople Do...
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This note was uploaded on 02/23/2010 for the course FIM 220 taught by Professor Weatherspoon,d during the Spring '08 term at Michigan State University.

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Lecture_2_Foundation_Concepts_Jan_14_201[1] - ABM 222...

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