S02 - 3010 - The Role of Sales

S02 - 3010 - The Role of Sales - PROFESSIONAL SELLING MKTG...

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Unformatted text preview: PROFESSIONAL SELLING MKTG 3010 Spring 2011 Section 2 MKTG 3010 RM 2 What is the Role of Sales? What is sales and/or selling? Why does it exist in an age when we can buy everything on the Internet? What types of sales are there? Why are you interested in doing this? Section 2 MKTG 3010 RM 3 Sales - Defined In general, sales is the act of persuading an individual or an organization to take an action that is beneficial to both parties. Within an organization, sales is the process of meeting prospective buyers and providing them with a product or service in return for money or other required compensation. Sales is matching customer requirements to organizational capabilities Section 2 MKTG 3010 RM 4 Customers vs. Prospects Customers Those who have purchased the product at least once within a designated period. Prospects Those who have not bought the brand but who might be interested in it Suspects A Sales & Marketing term to describe prospects who say they are interested in the product, but never purchase Lack financial resources (consumer) Have no purchase authority (B2B) Section 2...
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S02 - 3010 - The Role of Sales - PROFESSIONAL SELLING MKTG...

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