Undergraduate SALES

Undergraduate SALES - Personal Selling and Sales Management...

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Personal Selling and Sales Management “Nature has given to us one tongue, but two ears, that we may hear from others twice as much as we speak.” Epictetus
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The Sales Process Prospecting and Qualifying Approach Presentation Demonstration Overcoming Objections Closing Follow-up Attention Interest Desire Action
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Prospecting and Qualifying Prospecting--looking for new customers. Companies cannot exist in the long run on the same set of customers. Qualifying--limiting prospects to those capable of purchasing. Knowing how to avoid Colds Calls, seek W arm Calls, and convert them into Hot Calls
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Approach Approach--initial contact with a prospective customer. Pre-call Planning--investigating the customer’s needs and the ability of the company to satisfy those needs. Knowing the value of first impressions
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Presentation Salespeople must present the need solving capabilities of the company’s offering. Approaches to presentation range from a “canned” approach (rote memorization) to “stimulus - response” approach (responding to demands of the client). Features, Advantages and Benefits
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Demonstration Salespeople must convince the potential customer that the company’s offering can satisfy the perceived need. Salespeople employ all sorts of methods to
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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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Undergraduate SALES - Personal Selling and Sales Management...

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