summary - 2-1Will The Golden Rule Help?The Golden Rule...

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Unformatted text preview: 2-1Will 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 businesspersons conduct?Would you consider your faith a fixed point that is separate from you and never changes?1-2Think of Your GrandmotherWould you treat her in a selfish manner?Would you sell her something just to make a sale?2-3Exhibit 2-3: An Organizations Main Responsibilities3-4Stimulus-Response Model of Buyer BehaviorInternalization process is referred to as a black boxWe cannot see into the buyers mind.Stimulus-response modelExhibit 3-1: Stimulus-response model of buyer behaviorStimulusBlack boxResponseSales PresentationBuyers Hidden Mental ProcessSale/No Sale13-5Putting the Customer First Requires Salespeople to Have Personal Characteristics That Allow Them to:Carefor the customerTake joyin their workFind harmonyin the sales relationshipHave patiencein closing the saleBe kindto all peopleHave high moral ethicsBe faithfulto their wordBe fairin the saleBe self-controlledin emotions4-6What Did You Say? What Did I Hear?BARRIERBARRIERSpeakerListenerPsychological barrier or filterPsychological barrier or filter3-7Psychological Influences on BuyingMotivation to buy must be thereNeeds result from a lack of something desirableWants are needs learned by the personEconomic needs: The best value for the moneyThe buyers need to purchase the most satisfying product for the money3-8Psychological Influences on Buying, contAwareness of needs: Some buyers are unsureConscious need levelPreconscious need levelUnconscious need level9-9Five Ways to Remember Prospects Name1. Be sure to hear the persons name and use it: Its 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.9-10To 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 prospects office.Keep an erect posture.Leave all unnecessary materials outside the office.If possible, sit down.4-11Nonverbal signals come from:Body angleFaceHandsArmsLegsBody Language Gives You Clues3-12The Buyers Personality Should Be ConsideredPersonality can be viewed as the individuals distinguishing character traits, attitudes, or habits....
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This note was uploaded on 02/03/2011 for the course BUSINESS 02839 taught by Professor Bill during the Spring '11 term at Lasell.

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summary - 2-1Will The Golden Rule Help?The Golden Rule...

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