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Learning Objectives
1. Describe the evolution of personal selling from ancient times to the modern era. 2. Explain the contributions of personal selling to society, business firms, and customers. 3. Distinguish between transaction-focused traditional selling and trust-based relationship selling.
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Schwepker Jr.
Learning Objectives
4. Discuss five alternative approaches to selling. 5. Describe the three primary roles fulfilled by consultative salespeople 6. Understand the sales process as a series of interrelated steps.
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Schwepker Jr.
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Schwepker Jr.
Ingram
Schwepker Jr.
1800s 1900s 2000s st As we begin Post-Industrial the 21 century, selling continues to develop, Industrial War and Modern becomingRevolution more professional and more relational Revolution Depression Era
Schwepker Jr.
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Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Relationship-Focused
Long term thinking Developing the relationship takes priority over getting the sale Interaction between buyer and seller is collaborative. Salesperson is customer-oriented
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Schwepker Jr.
Stimulus Response Selling Mental States Selling Need Satisfaction Selling Problem Solving Selling
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Schwepker Jr.
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Attention
Interest
Conviction
Desire
Action
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Schwepker Jr.
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Schwepker Jr.
Define Problem
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Schwepker Jr.
Consultative Selling
Business Consultant
The process of helping customers reach their strategic goals by using the products, service, and expertise of the selling organization.
Strategic Orchestrator
Long-term Ally
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Schwepker Jr.
Selling Foundations
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Schwepker Jr.
Behave Ethically
Understand Buyer Behavior Possess Excellent Communication Skills
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Schwepker Jr.
Ingram
Schwepker Jr.
Sales Prospecting Presentation Delivery Earning Preapproach Commitment Adding Customer Value through Follow-up, Presentation Planning Self-leadership, and Teamwork Approaching the Customer
Ingram
Schwepker Jr.