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Unformatted text preview: Wholesalers order takers dont get orders, but keep them Retail order takers are often poor sales clerks Supporting Sales Force Informs & Promotes in the Channel Supporting sales tasks o Missionary salespeople o Technical spets o Customer service reps Customer Service Promotes the Next Purchase What is customer service? o Not the product o Part of promotion o Reps are customer advocates Compensating and Motivating Salespeople Level of compensation Method of payment Straight salary, straight commission, combination plan Key Steps in the Personal Selling Process Prospect Selling effort priorities o Select target customer o Preplan sales call and presentation o Make sales presentation close the sale (get action) Follow-up after sales call to establish relationship Follow-up after the purchase to maintain and enhance relationship Evaluate needs 1720...
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This note was uploaded on 12/04/2011 for the course MKT 320F taught by Professor Miller during the Spring '08 term at University of Texas at Austin.
- Spring '08