l Direct response marketing tools are direct mail catalogues direct response TV

L direct response marketing tools are direct mail

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l Direct response marketing tools are direct mail, catalogues, direct response TV, telemarketing, e-marketing, and direct selling. direct orders The result of direct response marketing offers that contain all the information necessary for a potential buyer to make a decision to purchase and complete the transaction lead generation The result of direct response marketing offers designed to cre- ate interest in a product or a service and a request for additional information traffic generation The outcome of direct response marketing offers designed to motivate people to visit a business Recognize the developments in personal selling and the different approaches that can be taken. l The personal selling process consists of six stages; prospecting, pre-ap- proach, approach, presentation, close, and follow-up. order getter Salesperson who sells in a conventional sense by identifying pro- spective customers, providing customers with information, persuading customers to buy, closing sales, and following up on customers’ use of a product or service order taker Salesperson who processes routine orders or reorders personal selling The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person’s or group’s purchase decision personal selling process Sales activities occurring before and after the sale itself, consisting of six stages: prospecting, pre-approach, approach, presentation, close, and follow-up relationship selling The practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time Figure 13–5 How outside order-getting salespeople spend their time each week How salespeople spend their time each week 17.4% Waiting/traveling (8.4 hours) 12.7% Service calls (6.1 hours) 28.8% Selling face-to-face (13.9 hours) 25.1% Selling over the phone (12.1 hours) 16.7% Administrative tasks (7.7 hours) 6 7 8
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