mp week 12 - Marketing Principles This week Chapters 13...

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MKTG1001: Semester 1 Marketing Principles This week… Personal S elling D irect M arketing C R M /D atabase M igital M Subject E valuation Chapters 13 & 14
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MKTG1001: Semester 1
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MKTG1001: Semester 1 What’s not in. .. D ig ita l o n e-to -o e m a r k tin g str te y F o M /C to T sa ctin & R H w ta b se s a e u sed E v lu ir ec t/D l R su lts P iv c
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MKTG1001: Semester 1 Subject evaluation
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MKTG1001: Semester 1 Steps in Selling Prospect/qualify Pre-approach Approach Present/demonstrate Objections Close Follow-up F ig u r e 1 3 .3
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As an example… Prospect/qualify Pre-approach Approach Present Objections Close Follow-up Review firm/size Pitch, Q’s, goals, mental Manner, next steps, follow-up Rapport, laptop, materials Q’s, highlight benefits More than “think about it” Future opportunities
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MKTG1001: Semester 1 Managing the salesforce Recruitment Training Compensation Supervising Evaluating Look for key traits: good with people, listener, self-motivated Learn products/benefits, presentation skills, learn about target market needs Mix of base salary, commission, bonus, rewards (incentives) Provide motivation, support, energy Targets, review of performance, correction/training F i g u r e 1 3 .
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MKTG1001: Semester 1
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mp week 12 - Marketing Principles This week Chapters 13...

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