01__Role of Sales2

01__Role of Sales2 - The Role of Sales MKTG 3010 Spring 1 2...

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The Role of Sales MKTG 3010 Spring
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1. The Context 2. A Profession 4. Relationship Marketing
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Selling is persuading a person or organization to act in a manner beneficial to both parties
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Everybody Sells!
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Why do we sell? Generate revenue Span boundaries Add value
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Mutual Benefit Long-run relationship Partnering
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Sales Professionals Background Roles Generate revenues Add value
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Duties Direct Selling (30%) Indirect Selling (55%) Reporting (15%) Weekly call schedule Revenue Estimates Number of Demos Market Research T&E Expenses
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Characteristics Effort Smarts Empathy Maturity Reliability / dependability Product knowledge
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Types of Sales Positions Missionary Northwestern Mutual Konica-Minolta Detail Sales Pfizer McGraw-Hill/Irwin Trade Sales Newell Rubbermaid
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Earnings Risk vs. Reward Salary plus group bonus Base salary plus commission Full commission/draw
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Academy Companies Formal Training Train in Territory Experienced sales reps. offer shorter startup
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This note was uploaded on 01/24/2011 for the course MKTG 3010 taught by Professor Morris during the Spring '09 term at North Texas.

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01__Role of Sales2 - The Role of Sales MKTG 3010 Spring 1 2...

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