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Unformatted text preview: prospective buyers in an attempt to influence each other in a purchase situation. 1 MKT 3401 Section 01, 02 Yinglu Wu NOTE CH 16 Relationship Selling : a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships. Advantages of personal selling o Detailed explanation or demonstration o Variable sales message o Directed to qualified prospects o Controllable adjustable selling costs o More effective than other promotion in obtaining sale and gaining customer satisfaction Comparison of personal selling & advertising/sales promotion Steps in the selling process o Generating leads o Qualifying leads o Approaching the customer and probing needs o Developing and proposing solutions o Handling objections o Closing the sale o Following up 2...
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This note was uploaded on 03/01/2010 for the course MKT 3401 taught by Professor Jaber during the Fall '08 term at LSU.
- Fall '08