Professional Selling Notes
Product= Information, services, ideas, and issues.
Personal selling philosophy=
1. Adopt marketing concepts. 2. Value personal selling. 3. Problem Solving
-Changing from industrial activity and moving into information processing.
Personal selling= company representative interacting with customers.
Value added selling= Series of creative improvements within the sales process to enhance
the customers experience.
1. Develop relationship 2. Identifying Needs 3. Configuring solution
Intangibles=
Quality of advice, levels of trust.
- personal selling changed from a persuader strategy to problem solving.
Marketing Concept= Principle that holds that achieving organizational goals depends on
knowing the needs and wants of target markets and delivering desired products.
-Customer focus and value are the paths to sales and profit
Marketing mix=
Set of controllable, tactical marketing tools that consist of everything
the firm can do to influence the demand.
