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

Partnership selling selling selling transaction

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Partnership Selling Selling Selling Transaction selling is a valid approach! Is there an opportunity for a relationship? Taxi service, I-81 das station, souvenir shop Do you have the resources to develop one? Small seller, large buyer How does selling orientation affect the personal selling process?
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The Personal Selling Process Exact process varies across situations Retail vs. B2B Customer readiness Purchase complexity
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The Personal Selling Process Relationship marketing more prospects come from referrals
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The Personal Selling Process Relationship marketing More information
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The Personal Selling Process Relationship marketing listen more, talk less.
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The Personal Selling Process 1. Stimulus-response format How about this? No? How about this?... 2. Formula selling (canned presentation) A, B, C…. 3. Need-Satisfaction format Relationship marketing Adaptive selling – fit to customer interests, needs
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The Personal Selling Process Stressful! Timing is important .
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The Personal Selling Process End of the transaction versus beginning of the relationship
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FINAL THOUGHTS ON SELLING Good salespeople refute the stereotype, adding value through expertise and customer … Personal selling should embody the … Strategically building buyer-seller relationships creates value for both parties and changes the …
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  • Spring '08
  • EBCoupey
  • Marketing, Sales, Personal Selling, personal selling process

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