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Personal Selling
McGraw-Hill/Irwin
Personal Selling
Persuader
Prospector
Problem-solver Procreator
Fire Starting
Guiding
Relationship Marketing: The organizations effort to develop a long-term, costeffective link with individual customers for mutual benefit.
Keeping a Customer
Creative Selling
Order Taking
This role is much more casual Often involves straight rebuying Essentially a support role May not actually take the order
Missionary Sales
1. Ego strength: a healthy self-esteem that allows one to bounce back from rejection. 2. Sense of urgency: wanting to get it done now. 3. Ego drive: a combination of competitiveness and self esteem. 4. Assertiveness: the ability to be firm, lead the sales process, and get ones point across confidently.
6. Sociable: outgoing, friendly, talkative, and interested in others. 7. Abstract reasoning: ability to understand concepts and ideas.
1. Knowledgeable 2. Empathizes 3. Well organized 4. Prompt 5. Follows through 6. Has solutions 7. Punctual 8. Hard working 9. Energetic 10. Honest
1. Unprepared 2. Uninformed 3. Aggressive 4. Undependable 5. No follow through 6. Presumptive 7. Walk-ins 8. Gabbers 9. Problem avoiders 10. No personal respect
Disadvantages
Messages may be inconsistent Possible managementsales force conflict
Personal Selling
Direct Marketing
Sales Promotion The Internet
Personal Selling + PR
Rep is often best source of PR
Involved in community
Creates goodwill
Reseller
C) Follow-up activities
D) Providing market intelligence E) None of the above
Sales Volume
Margins
Quantitative Measures
Customer Accounts
Sales Calls
Selling Expenses
Customer Service
Selling Skills