personal sales D - Ch 2 updated to discn format

personal sales D - Ch 2 updated to discn format -...

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Unformatted text preview: 12-1UnderstandingSellers and Buyers2UNDERSTANDING SELLERS AND BUYERS22-2Is your presentation date OK? If not, please come up after class to change it.If you have not signed up for a presentation, please do so at the close of class.UNDERSTANDING SELLERS AND BUYERS32-3Learning ObjectivesThe seller and the selling processThe organizational buying processThe participants in the organizational buying processThe decision stages in organizational buyingUNDERSTANDING SELLERS AND BUYERS42-4What Customers Want From SalespeopleSource: Chally Group Survey, 2002.UNDERSTANDING SELLERS AND BUYERS52-5What Customers Want From SalespeopleSource: Chally Group Survey, 2002.1.Responsiveness to needs and problems; serviceUNDERSTANDING SELLERS AND BUYERS62-6What Customers Want From SalespeopleSource: Chally Group Survey, 2002.1.Responsiveness to needs and problems; service2.Knowledge of products and customer applicationsUNDERSTANDING SELLERS AND BUYERS72-7What Customers Want From SalespeopleSource: Chally Group Survey, 2002.1.Responsiveness to needs and problems; service2.Knowledge of products and customer applications3.Customer advocacy; partnership developmentUNDERSTANDING SELLERS AND BUYERS82-8What Customers Want From SalespeopleSource: Chally Group Survey, 2002.1.Responsiveness to needs and problems; service2.Knowledge of products and customer applications3.Customer advocacy; partnership development4.Ability to keep customer up to dateUNDERSTANDING SELLERS AND BUYERS92-9What Customers Want From SalespeopleSource: Chally Group Survey, 2002.1.Responsiveness to needs and problems; service2.Knowledge of products and customer applications3.Customer advocacy; partnership development4.Ability to keep customer up to date5.Quality product/serviceUNDERSTANDING SELLERS AND BUYERS102-10What Customers Want From Salespeople6.Ability to provide technical supportSource: Chally Group Survey, 2002.UNDERSTANDING SELLERS AND BUYERS112-11What Customers Want From Salespeople6.Ability to provide technical support7.Easily accessible representationSource: Chally Group Survey, 2002.UNDERSTANDING SELLERS AND BUYERS122-12What Customers Want From Salespeople6.Ability to provide technical support7.Easily accessible representation8.Ability to provide a total solutionSource: Chally Group Survey, 2002.UNDERSTANDING SELLERS AND BUYERS132-13What Customers Want From Salespeople6.Ability to provide technical support7.Easily accessible representation8.Ability to provide a total solution9.Understanding of customers businessSource: Chally Group Survey, 2002.UNDERSTANDING SELLERS AND BUYERS...
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This note was uploaded on 01/25/2011 for the course MGT 4301 taught by Professor Vantine during the Spring '10 term at Georgia Institute of Technology.

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personal sales D - Ch 2 updated to discn format -...

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