MKT 280 - Ch 19 - Personal Selling

MKT 280 - Ch 19 - Personal Selling - PersonalSelling...

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Personal Selling Part 6 – Chapter 19
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Objectives of Sales Force Provide information Persuade  After sale service Find new customers Maintain loyalty
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Sales Relationship Building Process Prospecting - (New customers) Customers switch to other suppliers New businesses open/move into the area
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Sales Relationship Building Process Planning the sales call Understand sales offerings Understand competitor offerings Understand the environmental factors  impacting the customer’s business Understand customer needs
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Sales Relationship Building Process Presentation Demonstration fulfillment of customer needs Ask for questions Respond to Objections Do not promise what you cannot deliver
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Obtain commitment Ask for the sale Ask for follow-up meeting Build lasting relationship Understand customer’s business  What does it need to compete? What can your company sell them?
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This note was uploaded on 10/13/2010 for the course MKT B280 taught by Professor Lawrence during the Fall '08 term at Loyola New Orleans.

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MKT 280 - Ch 19 - Personal Selling - PersonalSelling...

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