MRK+400+-+Chp.+8+-Personal+Selling+Skills.ppt - CHAPTER 8 PERSONAL SELLING SKILLS 1 OUTLINE Customer Oriented Selling The Personal Selling Process The

MRK+400+-+Chp.+8+-Personal+Selling+Skills.ppt - CHAPTER 8...

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CHAPTER 8 PERSONAL SELLING SKILLS 1
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OUTLINE Customer - Oriented Selling The Personal Selling Process: The Opening Need & Problem Identification The Presentation & Demonstration Dealing with Objections Negotiation Closing the Sale Follow-up 2
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CUSTOMER - ORIENTED SELLING Customer Oriented Selling is the degree to which salespeople practice the marketing concept by trying to help their customers make purchase decisions that will satisfy their needs. 3
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CUSTOMER - ORIENTED SELLING Customer - Oriented Selling is characterized as: The desire to help customers make satisfactory purchase decisions; Helping customers assess their needs; Offering products that will satisfy those needs; Describing products accurately; Avoiding deceptive or manipulative influence tactics; Avoiding the use of high pressure sales techniques. 4
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CUSTOMER - ORIENTED SELLING Research has shown that successful selling is associated with the following: Asking questions; Providing product information, making comparisons and offering evidence to support claims;
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