summary - Will The Golden Rule Help The Golden Rule concept...

Info icon This preview shows pages 1–13. Sign up to view the full content.

View Full Document Right Arrow Icon
2-1 Will The Golden Rule Help? The “Golden Rule” concept is present in virtually all faith-based principles. The Golden Rule does not involve reciprocity. “Could the Golden Rule serve as a universal, practical, helpful standard for the businessperson’s conduct?” Would you consider your faith a fixed point that is separate from you and never changes?
Image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
1-2 Think of Your Grandmother Would you treat her in a selfish manner? Would you sell her something just to make a sale?
Image of page 2
2-3 Exhibit 2-3: An Organization’s Main Responsibilities
Image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
3-4 Stimulus-Response Model of Buyer Behavior Internalization process is referred to as a black box We cannot see into the buyer’s mind. Stimulus-response model Exhibit 3-1: Stimulus-response model of buyer behavior Stimulus Black box Response Sales Presentation Buyer’s Hidden Mental Process Sale/No Sale
Image of page 4
13-5 Putting the Customer First Requires Salespeople to Have Personal Characteristics That Allow Them to: Care for the customer Take joy in their work Find harmony in the sales relationship Have patience in closing the sale Be kind to all people Have high moral ethics Be faithful to their word Be fair in the sale Be self-controlled in emotions
Image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
4-6 What Did You Say? What Did I Hear? BARRIER BARRIER Speaker Listener Psychological barrier or filter Psychological barrier or filter
Image of page 6
3-7 Psychological Influences on Buying Motivation to buy must be there Needs result from a lack of something desirable Wants are needs learned by the person Economic needs: The best value for the money The buyer’s need to purchase the most satisfying product for the money
Image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
3-8 Psychological Influences on Buying, cont… Awareness of needs: Some buyers are unsure Conscious need level Preconscious need level Unconscious need level
Image of page 8
9-9 Five Ways to Remember Prospect’s Name 1. Be sure to hear the person’s name and use it: “It’s good to meet you, Mr. Firestone.” 2. Spell it out in your mind, or if it is an unusual name, ask the person to spell the name. 3. Relate the name to something you are familiar with, such as relating the name Firestone to Firestone automobile tires or a hot rock. 4. Use the name in conversation. 5. Repeat the name at the end of the conversation, such as “Goodbye, Mr. Firestone.”
Image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
9-10 To Make a Favorable Impression: Wear business clothes that are suitable and fairly conservative. Be neat in dress and grooming. Refrain from smoking, chewing gum, or drinking in your prospect’s office. Keep an erect posture. Leave all unnecessary materials outside the office. If possible, sit down.
Image of page 10
4-11 Nonverbal signals come from: Body angle Face Hands Arms Legs Body Language Gives You Clues
Image of page 11

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
3-12 The Buyer’s Personality Should Be Considered Personality can be viewed as the individual’s distinguishing character traits, attitudes, or habits.
Image of page 12
Image of page 13
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern