Chapter 1: Marketing 3337

Helpfulness: 0
Set Details Share
created 4 years ago by Adriana_Guillen
13 views
show moreless
Page to share:
Embed this setcancel
COPY
code changes based on your size selection
Size:
X
Show:
1

Personal Selling

occurs when a company representative interacts directly with a customer or prospective customer to present information about a product or service

2

product

broadly interpreted to encompass information, services, ideas, and issues

3

Strategic/Consultative Selling Model

3 prescriptions

-adopt the marketing concept

-value personal selling

-assume the role of a problem solver or partner in helping customers make informed and intelligent buying decisions

4

Information economy

economy began shifting from an emphasis on industrial activity to an emphasis on information processing

5

value added selling

a series of creative improvements within the sales process that enhance the customer experience

6

success in personal selling

rests on the critical ability to create value for customers

7

Psychic income

consists of factors that provide psychological rewards, helps satisfy these important needs and motivates us to achieve higher levels of performance

8

Inside sales

those who perform selling activities at the employers location, typically using the telephone and e-mail

Ex: customer service representatives

9

Inside Inbound Sales

inside salespeople respond to calls initiated by the customer

10

Outbound Inside

Telemarketing is a common form as it serves several purposes including sales and service

11

Outside sales people

travel to meet prospects and customers in their places of business or residence

12

Channel of distribution

how goods and services flow from manufacturer to end user

13

Business to business (B2B)

...

14

Trade selling

refers to the sale of a product or service to another member of the supply chain

ex: hire sales people to sell to retailers and/or selling directly to wholesalers and employ sales reps to sell their products

15

Business to consumer (B2C)

retail people selling to consumers

16

Missionary/Detail sales

salesperson attempts to generate goodwill and stimulate demand for the manufacturers' product among channel members instead of directly selling to end user

17

What percentage of the US Labor force is employed in some capacity in the service sector of the economy?

80%

18

continue on page 14

...