Personal Selling

Oct 23, 2012

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. . Personal Selling. Basic Types of Selling Approaches. 1. Stimulus-Response2. Need Satisfaction3. Problem-Solution. . . Personal Selling. Personal Selling ? Definition Direct communications between paid representatives and prospects that lead to purchase orders, customer satisfaction and pos

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Personal Selling

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Presentation Transcript

Overview of Personal Selling

Customizing the Sales Approach An Expert's Viewpoint:. Lisa Gregg, Director of Sales Development for American Express had this to say about customizing the sales approach: ?Depending on the application, the card may have hundreds of different benefits. A supermarket manager has different needs tha

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Chapter 11 Personal Selling

Chapter 11 Personal Selling. Personal Selling. “Personalized communications that involves a seller presenting benefits of a product to a buyer.”. Personal selling plays a key role in customer relationship management programs. It is the human component. . Types of Personal Selling.

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Personal Selling

1.Describe personal selling.2.Discuss the key differences between relationship selling and traditional selling.3.List the steps in the selling process.. Objectives. . Personal Selling. Ancient ArtPopular press books: Questions That Make the SaleGreen Light SellingYour Secret Edge to

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16 Personal Selling

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Overview of Personal Selling

Overview of Personal Selling. Module One. 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.

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Personal Selling Sales Management

Objectives. Describe roles of selling and relationship managementIdentify when to use personal sellingUnderstand contributions of a salespersonOutline the steps involved in making a saleUnderstand ongoing nature of selling

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Effective Personal Selling

Personal selling. Two way flow of communication between a buyer and a seller, often in a face-face encounter, designed to influence a person or a group's purchase decisionRole in marketingCritical link between firm and customersRepresents the firm in customer viewParticularly important under pu

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Personal Selling

Nothing Happens Until You Sell Something. Selling is the final step in a firm realizing its central objectivemaximizing long-term profit.Selling is the ultimate implementation of the firm's purpose and objective.All employees are involved in selling the firm's products because they help the firm

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Personal Selling Sales Management

Sales Force. Why are they important?Designing the Sales ForceConsiderations. Recruiting Marketing and Sales Personnel. Home workers or locals?SourcesTypesExpatriatesVirtual expatriatesLocal nationalsThird-country nationalsRestrictions?. Sales

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Personal Selling 5 Closing

Personal Selling 5 Closing. How to successfully close a sale. Know when to start closing. ALWAYS The close is actually a process, not an isolated event. The final question might be something like “How many do you want?” That is the frosting on the cake Have to bake the cake first.

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Personal Selling Skills

Personal Selling Skills. Chapter - 8. Customer oriented selling: The degree to which salespeople practice the marketing concept by trying to help their customers make purchase decisions that will satisfy customer nee ds Saxe and Weitz have characterized customer- oriented selling as:

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Personal Selling

Personal Selling. © 2007 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin. What are the alternative ways to carry out these communications objectives?. What are the alternative ways to carry out these communications objectives?.

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PERSONAL SELLING

PERSONAL SELLING . PROMOTIONAL METHOD ORAL COMMUNICATION POTENTIAL BUYER DEVELOPING RELATION INTENT OF CLOSING SALES . STAGES IN PERSONAL SELLING. Prospecting - trying to find new customers Communicating - with existing and potential customers about the product range

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Personal Selling Process

LECTURE-25. Personal Selling Process . The Preliminary steps in Personal Selling Process The Advance steps in Personal Selling Process. Topic Outline. The Personal Selling Process. The goal of the personal selling process is to get new customers and obtain orders from them.

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Personal Selling Process

Personal Selling Process. Personal Selling. Face-to-Face interaction Persuasion Flexibility Promotion of sales Supply of Information Mutual Benefit. Nature of Personal Selling. Goals range from: finding prospects convincing prospects to buy

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Personal Selling (online)

21. Personal Selling (online). Personal Selling. Typically under control of Sales Manager. 21- 2. Promoting Products. Direct promotion Through advertising and promotion Direct-marketing efforts Dyadic communication allows for immediate feedback and adjustment

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Personal Selling

Personal Selling. Chapter 18. Nothing Happens Until You Sell Something. Selling is the final step in a firm realizing its central objective—maximizing long-term profit. Selling is the ultimate implementation of the firm’s purpose and objective.

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Personal Selling

Personal Selling. 1. What are you selling? 2. Why do I need it? 3. Who is your company ? 4. How much will it cost ? 5. Who else is using it? Are they satisfied? 6. What kind of person are you ? 7. How does your solution compare to alternatives ? 8. Is price competitive ?

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Personal Selling

Personal Selling. Module Two. A MANAGER SHOULD AT A MINIMUM HAVE COMPETENCY IN, AND BE KNOWLEDGEABLE OF, THE AREAS OF HIS REPONSIBILITY. Peddlers selling door to door . . . served as intermediaries. Selling function became more structured. 1800s. 1900s. 2000s. Industrial Revolution.

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Personal Selling

Personal Selling. LT: Understand sales processes and techniques to enhance customer relationships. Standard OG3 & OG8. 7 Steps of a Personal Selling. 1. Approach Customer 2. Determine Needs 3. Present the Product 4. Overcome Objections 5. Close the Sale 6. Suggestion Selling

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Personal selling

Personal selling. Selling a product/service to the consumer by explaining or demonstrating its features Very expensive but effective method Results depend a lot on salesman’s own caliber Immediate feedback possible. Nature of Personal Selling. Gives marketers:

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Personal selling

Personal selling. Marketing Presentation by Group A10. Really??. Marketing Presentation by Group A10. Personal Selling’s Role. Bridging The Gap Personal Selling Push Selling Liaison Consultative Selling Strategic Selling Partnering Conclusion Q&A. Introduction.

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