Chapter+Fourteen_shortened[1]

Chapter+Fourteen_shortened[1] - Marketing 350 Fall 2010...

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Click to edit Master subtitle style Marketing 350 Fall 2010 Chapter Fourteen: Personal Selling and Sales Management
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Personal Selling and Sales Management Personal Selling : “the face-to-face interaction between a seller and a buyer ….” Ø Business-to- Ø Significant amount of
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Personal Selling and Sales Management (cont.) Ø Selling done at all levels of the
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Personal Selling and Sales Management (cont.) Three major aspects: 1. 2. 3.
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Personal Selling Characteristics Ø Flexible – Ø Selective medium – Ø Relationship
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Personal Selling Characteristics (cont.) Ø Expensive – Ø Only appropriate method of
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Contributions of Personal Selling Ø Producers of revenue Ø Meeting buyer expectations 1. 2. 3.
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Contributions of Personal Selling (cont.) Ø Providing marketplace information 1. 2. 3. 4.
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The Sales Process: A Relationship Approach I. Salesperson attributes (“relationship building”-- (1)customer-oriented, (2) honest, (3) dependable, (4) competent, and (5) likeable
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The Sales Process: A Relationship Approach (cont.) II. Developing a selling strategy Strategies should be set for: (1) (2) (3)
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The Sales Process: A Relationship Approach (cont.) III. Initiating Customer Relationships -- » Prospecting -- the seller’s search for and
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The Sales Process: A Relationship Approach (cont.) » Sources include : Prospecting (cont):
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