Prof. Selling Notes - Intro 10:50:00 ← Goods Searchable...

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Unformatted text preview: Intro 15/01/2008 10:50:00 ← Goods - Searchable ← Services - Searchable ← Ideas cant search – harder to sell ← ← Determine want behind the need ← ← Traditional: self interest (they don’t care if you come back) • Think one night-stand ← Professional: takes care of customers (makes relationship) • 20% of customers gives 80% of business ← Golden Rule: others interest important ← ← Everybody sells…. ← Nothing happens until someone sells something ← ← “Rain-makers” sell people on ideas. Sell trust. $$$$ Purpose of Business 15/01/2008 10:50:00 ← 2 Functions of Business • production of goods/services • marketing ← 3 types • search: don’t have to evaluate, don’t need help (ex gas, tires) • experience: ex food – must try to know preference • credence: need expert to understand ex: technology, medical ← 5 items bought recently, and how much would have been too much • Shirt $12 • Bath and body 4/$10 • Christmas cards $10/25 • Poster $10 • Calendar $10 ← Determine just how important the product is to user – that sets price ← Price: VS How much people are willing to pay • cost of ingredients • packaging, • manufacturing (labor), • distribution, • promotion, • mark up ← PAPS • Personal selling • Advertising (paid for) • Publicity (not always paid for) • Sales promotion ← Relationship Marketing • Transactional selling: one night stand • Relationship selling: going steady • Partnering: marriage ← Consultative Selling: • customer calls salesmen; • obtain short and a long term goals … key: interactive ← Successful selling: ABC • Always Be Closing ← December 6 Notes 15/01/2008 10:50:00 ← Innovation, Manufacturing, and Marketing/Sales ← Countries that have historically led in… ← Innovation: • The US (phone, computer)...
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This note was uploaded on 04/06/2008 for the course MRKT 1011 taught by Professor Brand during the Winter '07 term at Johnson & Wales University - Denver.

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Prof. Selling Notes - Intro 10:50:00 ← Goods Searchable...

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