personal sales F - Ch 4 and Role Plays updated to discn format

Personal sales F - Ch 4 and Role Plays updated to discn format

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Unformatted text preview: 14-1Ethical and Legal Issuesin Relationship Selling4ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING24-2The PresentationsETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING34-3The PresentationsThe Presentation Evaluation FormETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING44-4What Have We Learned?ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING54-5What Have We Learned?When you are selling to resellers (retailers or wholesalers)They are interested in the ff WIFFYs: How much shelf spaceUnit and dollar sales per yearHow much profit from those salesPer storeTotal chainProfit = unit sales x (selling price purchase price)ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING64-6What Have We Learned?When you are selling to resellers (retailers or wholesalers)They are interested in the ff WIFFYs: How much shelf spaceUnit and dollar sales per yearHow much profit from those salesProfit = unit sales x (selling price purchase price)Rarely will you offer exclusivityETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING74-7What Have We Learned?When you are selling to resellers (retailers or wholesalers)They are interested in the ff WIFFYs: How much shelf spaceUnit and dollar sales per yearHow much profit from those salesProfit = unit sales x (selling price purchase price)Rarely will you offer exclusivityYou are looking for a purchase order, not a contractETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING84-8What Have We Learned?When you are selling to resellers (retailers or wholesalers)They are interested in the ff WIFFYs: How much shelf spaceUnit and dollar sales per yearHow much profit from those salesProfit = unit sales x (selling price purchase price)Rarely will you offer exclusivityYou are looking for a purchase order, not a contractSpeak slowlyMakes you sound credibleETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING94-9What Have We Learned?When you are selling to resellers (retailers or wholesalers)They are interested in the ff WIFFYs: How much shelf spaceUnit and dollar sales per yearHow much profit from those salesProfit = unit sales x (selling price purchase price)Rarely will you offer exclusivityYou are looking for a purchase order, not a contractSpeak slowlyMakes you sound credibleETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING104-10Not this:Retailers are interested in the ff WIFFYs: How much shelf spaceLevel of unit and dollar salesHow much profitProfit = unit sales x (selling price purchase price)Rarely will/can you offer exclusivitySpeak slowlyMakes you sound credibleAllows you to modulate tone and emphasisETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING114-11But this:Retailers are interested in the ff WIFFYs: ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING124-12But this:Retailers are interested in the ff WIFFYs: How much shelf spaceLevel of unit and dollar salesHow much profitProfit = unit sales x (selling price purchase price)ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING...
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Personal sales F - Ch 4 and Role Plays updated to discn format

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