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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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14-1 Ethical and Legal Issues in Relationship Selling 4
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 24-2 The Presentations
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 34-3 The Presentations The Presentation Evaluation Form
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 44-4 What Have We Learned?
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 54-5 What Have We Learned? When you are selling to resellers (retailers or wholesalers) They are interested in the ff WIFFYs: How much shelf space Unit and dollar sales per year How much profit from those sales Per store Total chain Profit = unit sales x (selling price – purchase price)
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 64-6 What Have We Learned? When you are selling to resellers (retailers or wholesalers) They are interested in the ff WIFFYs: How much shelf space Unit and dollar sales per year How much profit from those sales Profit = unit sales x (selling price – purchase price) Rarely will you offer exclusivity
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 74-7 What Have We Learned? When you are selling to resellers (retailers or wholesalers) They are interested in the ff WIFFYs: How much shelf space Unit and dollar sales per year How much profit from those sales Profit = unit sales x (selling price – purchase price) Rarely will you offer exclusivity You are looking for a purchase order, not a contract
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 84-8 What Have We Learned? When you are selling to resellers (retailers or wholesalers) They are interested in the ff WIFFYs: How much shelf space Unit and dollar sales per year How much profit from those sales Profit = unit sales x (selling price – purchase price) Rarely will you offer exclusivity You are looking for a purchase order, not a contract Speak slowly Makes you sound credible Allows you to modulate tone and emphasis
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 94-9 What Have We Learned? When you are selling to resellers (retailers or wholesalers) They are interested in the ff WIFFYs: How much shelf space Unit and dollar sales per year How much profit from those sales Profit = unit sales x (selling price – purchase price) Rarely will you offer exclusivity You are looking for a purchase order, not a contract Speak slowly Makes you sound credible Allows you to modulate tone and emphasis
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 104-10 Not this: Retailers are interested in the ff WIFFYs: How much shelf space Level of unit and dollar sales How much profit Profit = unit sales x (selling price – purchase price) Rarely will/can you offer exclusivity Speak slowly Makes you sound credible Allows you to modulate tone and emphasis When you have complex slides, do build-ups
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ETHICAL AND LEGAL ISSUES IN RELATIONSHIP SELLING 114-11 But this: Retailers are interested in the ff WIFFYs:
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