Ch1_F11_sv - MKT313 PersonalSelling&Buying Processes

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Processes MKT 313 The Professional Selling Landscape
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Course Structure – roughly defined Part 1: Strategic Part 2: Tactical The Sales Call
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Today The Professional Selling landscape
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Opportunity Nearly 70% of new marketing graduates start their  careers in sales. Almost 50% of finance majors start  in some type of sales career, and a growing number  of other business majors (e.g., accounting,  management, management information systems)  begin their careers in sales.
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Why? All Organizations                         Perform Selling Activities “Nothing happens in the economy          until someone sells something to someone  else.” Strategic importance of Sales, coupled with increased buyer sophistication,  demands a more educated sales force with strong business acumen, excellent  critical thinking, and well-developed communication skills
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Your Future in Personal Selling The 500 largest sales forces in America employ  17.5 million salespeople These companies will seek to recruit 500,000  college graduates The number of sales positions is increasing in  industrialized countries Hundreds of selling career options to match  individual interests, talents, and ambitions Most occupations involve some form of selling
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Knowledge Workers Need Personal Selling Skills Managerial personnel across disciplines Professionals (accountants, consultants,  specialists, lawyers, etc.) Entrepreneurs Customer service     representatives
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Account Executive Account Rep/Mgr  Key Account Mgr Relationship Mgr Client Specialist Business  Development Mgr Merchandiser Sales Consultant Sales Associate Sales Engineer District Manager Area Manager Territory Manager Marketing Rep Telemarketer
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Ch1_F11_sv - MKT313 PersonalSelling&Buying Processes

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