F10++MKTG+3104+Student+20.+Personal+Selling+ppt

Greater control higher fc lower vc 2 more profit at

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Greater control Higher FC, lower VC (2%) more profit at higher sales volumes
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PERSONAL SELLING JOBS ABS…..Anything but sales _12%____ of the total workforce has fulltime sales jobs U.S. spends over __$1 trillion__ on sales forces and sales force materials
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SALES STEREOTYPES Cold calls and rejection Relationships, referrals A hard sell to unload product Marketing concept Low status Clear upward career path
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Role of the Salesperson To customers, the salesperson represents the company To the seller, the salesperson represents the customer , giving feedback about needs and perspectives Salespeople are boundary spanners , links to customers and the external environment
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Forms of Personal Selling rocess orders aintain sales ew orders from prospects ntire selling process romotion, problem solving, administration
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Trends in Personal Selling The use of cross functional teams Salesforce automation – the use of technology to make the salesforce more efficient and effective E.g. account analysis, time management, order processing and followup, sales presentations, proposal generation, product and sales training. Less focus on individual transactions, more focus on buyer/seller relationships
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Relationship Marketing An attempt to form a long-term, cost-effective link with individual customers for the mutual benefit of the customer and the organization Why are relationships important? Higher “customer lifetime value” (CLV): the present value of future cash flows within a relationship
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Customer Relationships Relationships have value because customers are more profitable over time More and larger purchases Lower operations cost Provide more referrals Less price sensitive, more loyal
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  • Spring '08
  • EBCoupey
  • Marketing, Sales, Personal Selling, personal selling process

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