Professional Selling NotesProduct= 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 enhancethe customers experience.1. Develop relationship 2. Identifying Needs 3. Configuring solutionIntangibles=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 onknowing the needs and wants of target markets and delivering desired products.-Customer focus and value are the paths to sales and profitMarketing mix=Set of controllable, tactical marketing tools that consist of everythingthe firm can do to influence the demand.
