ch 16 Personal Selling

ch 16 Personal Selling - Personal Selling and Sales...

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Personal Selling and Sales Promotion Chapter 16
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Overview Sales Promotions Personal Selling
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Types of Sales Promotions Sales promotion refers to the short-term incentives to encourage purchases or sales of a product or service: Consumer promotions Trade promotions Sales force promotions
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Consumer Promotions Samples offer a trial amount of a product Coupons are certificates that give buyers a saving when they purchase specified products Cash refunds are similar to coupons except that the price reduction occurs after the purchase Price packs offer consumers savings off the regular price of a product directly on label or packaging Premiums are goods offered either for free or at low price Advertising specialties are useful articles imprinted with the advertiser’s name, logo, or message that are given as gifts to consumers Point-of-purchase promotions include displays and demonstrations that take place at the point of sales
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Overview Personal Selling
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Sales Strategies Stimulus Response Mental States Need Satisfaction Personal Selling
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Personal Selling Process Prospect/ Qualifying General Benefits Probe Highlight Summary Close Trial Closed Endorsement
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ch 16 Personal Selling - Personal Selling and Sales...

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