PS_Ch01 cont

PS_Ch01 cont - 1-1Selling and Distribution...

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Unformatted text preview: 1-1Selling and Distribution ChannelsMcGraw-Hill/IrwinA distributionchannel is a set of people and organizations responsible for the flow of productsand services from the producer to the ultimate user.Selling and Distribution ChannelsBusiness-to-business channels1-2McGraw-Hill/IrwinIn today’s global market, it can be anywhere!!Often work togetherSelling and Distribution Channels (continued)Consumer channels1-3McGraw-Hill/IrwinFactors Describing Sales Jobs•Stage of buyer-seller relationship–New or continuing•Salesperson’s role–Taking orders or creating new solutions•Importance of the purchase to the customer1-4McGraw-Hill/Irwin•Location of salesperson – customer contact–Field or inside (telephone)sales•The nature of the offering sold by the salesperson–Products or services•Salesperson’s role in securing customer commitment–Information or placing an order1-5Factors Describing Sales Jobs (continued)McGraw-Hill/IrwinGather information about wants, needs and desires of customers.desires of customers....
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This note was uploaded on 01/19/2012 for the course MKTG 4410 taught by Professor Michaelserkedakis during the Spring '12 term at Kennesaw.

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PS_Ch01 cont - 1-1Selling and Distribution...

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