1:00pm/ Lowder 010
MKTG 4390 Personal Selling
Date: Nov. 17, 2015
Dale Carnegie Paper Part Two
In the first paper, the main principle I chose to apply to my life was Dont
criticize, condemn, or complain. Carnegie writes, Any fool can criticiz
Negotiation Style Profile
The Negotiation Style Profile (NSP) was originally designed to help leaders develop a deeper
understanding of their negotiation style, consequently their personal influence. There are no right or
wrong answers. The data provided
Why should salespeople plan their sales calls?
What precall information is needed about the individual
prospect and the prospects organization?
How can this information be obtained?
What is involved in setting call objectives?
Discount Rate (present value)
Term for the annual growth rate of an investment, used when a future value is assumed and you are trying to find the required present value.
Also called the internal rate of return, or CAGR for Compound Annual Growth Rate.
Define the following terms:
a) culture - the beliefs, customs, arts, etc., of a particular society, group, place, or time
b) custom - an action or way of behaving that is usual and traditional among the people in a particular group or
How should the salesperson make the initial approach to
make a good impression and gain the prospects
How can the salesperson develop rapport and increase
Why is discovering the prospects needs importa
How can salespeople use verbal tools to strengthen a
Why do salespeople need to augment their oral
communication through tools such as visual aids,
samples, testimonials, and demonstrations?
What methods are available t
Some Questions Answered in This
Why do salespeople need to develop their own
codes of ethics?
Which ethical responsibilities do salespeople
have toward themselves, their firms, and their
Do ethics get in the way of being a succe
How should salespeople sell value and build
relationships when responding to objections?
When do buyers object?
What objections can be expected?
Which methods are effective when responding to
How do you deal with tough custo
Multiattribute Model of Product Evaluation and Choice for Boat
Motor Brand coming with boat
sum to 100%
What are the basic elements in the communication
Why are listening and questioning skills important?
How can salespeople develop listening skills to collect
information about customers?
How do people
What are the different types of customers?
How do organizations make purchase decisions?
Which factors do organizations consider when they
evaluate products and services?
Who is involved in the buying decision?
STARNES-BRENNER MACHINE TOOL COMPANY
TO BRIBE OR NOT TO BRIBE
Due Friday September 5, 2014
Source: International Marketing, 14th, Philip Cateora, Mary Gilley and John Graham page 620-622,
McGraw Hill, 2009
The Starnes-Brenner Machine T
What is adaptive selling?
Why is it important for salespeople to practice adaptive
What kind of knowledge do salespeople need to practice
How can salespeople acquire this knowledge?
How can salespeople ad
Why is prospecting important for effective selling?
Are all sales leads good prospects? What are the
characteristics of a qualified prospect?
How can prospects be identified? How can social media
How can the organizations
CHAPTER 15: MANAGING YOUR TIME AND TERRITORY
A. The Value Of Time
Salespeople must make every hour count to be successful.
Time is a resource that cannot be replaced if wasted. But time is just one resource
at the salespersons disposal.
Managing time a
CHAPTER 14: BUILDING LONG-TERM PARTNERSHIPS
The relationship is defined through the development of expectations for each party.
The buyer tests the sellers product, how the seller responds to requests, and other similar
actions after the
CHAPTER 13: BUILDING PARTNERING RELATIONSHIPS
A. The Value of Customers
For most salespeople, sales increases from one year to the next are due to increasing revenue
from existing accounts, not just from getting new accounts.
Customers are the primary s
CHAPTER 4: USING COMMUNICATION SKILLS TO BUILD RELATIONSHIPS
A. Building Relationships Through Two-Way Communication
1. The Communication Process
The two-way communication process begins when the sender, either the salesperson or
the customer, wants to c