Lecture_3_Foundation_Concepts_Cont._and_

Lecture_3_Foundation_Concepts_Cont._and_ - ABM 222...

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ABM 222 Agribusiness and Food Sales January 19, 2010
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Sales jobs and the distribution channel Business-to-Business channels Manufacturer or service provider _direct salesperson Business customer Manufacturer Trade salesperson Business customer Distributor salesperson Retailer
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Manufacturer or service provider __________ salesperson Consumer Manufacturer Trade salesperson Consumer Retailer Retail salesperson Manufacturer Consumer Retailer Distributor Trade salesperson Kraft Retail salesperson Trade salesperson Spartan Store Sales jobs and the distribution channel: consumer channels
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What Salespeople Do Types of Salespeople (SBP) industrial Sales person Selling an input for a product Dow chemical selling plastic resin to a toy manufacturer American International Foods selling grain to Kellogg's Trade Salesperson Sells Finished products to a distributor Kraft selling a product Spartan Store (Distributor) Monsanto Rep selling seed to CPS
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What Salespeople Do Types of Salespeople (SBP) missionary Salesperson Promotes and sells a company’s products to a firm who then buys the product from another entity, such as a distributor Nestles promoting a product to Applebee's, but then purchasing through GFS Monsanto Rep selling and promoting a seed to a farmer and then the farmer purchasing it at CPS Direct Salesperson Salesperson selling directly to the end consumer Kalmbach Feeds selling directly to the Dairy farmer
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Creativity in sales Factors in sales jobs Lower Creativity Higher Creativity Stage of customer-firm relationship: primary contacts are … The salesperson’s role: emphasis is on … Importance of customer’s decision: Purchasing decision is … Location of selling activity: selling takes place … Nature of the product offering: salesperson sells primarily … Salesperson’s role in closing: salesperson has a …
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Creativity in sales Factors in sales jobs Lower Creativity Higher Creativity Stage of customer-firm relationship: primary contacts are … The salesperson’s role: emphasis is on … Importance of customer’s decision: Purchasing decision is … Location of selling activity: selling takes place … Nature of the product offering: salesperson sells primarily … Salesperson’s role in closing: salesperson has a … Existing customer New customer Order taking Creating new solutions Inside the company In the field Products Services Limited role Significant role Low High
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Selling Is Important Because. .. Customer’s Needs The customer may have difficulty in determining their problem true identity The customer may look in the wrong place when trying to solve a problem The customer may be unaware of other options to solving the problem
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Selling Is Important Because. .. Manufacturer’s Needs
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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_3_Foundation_Concepts_Cont._and_ - ABM 222...

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