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9 Cards in this Set
- Front
- Back
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Why is Personal selling so important |
Sales Professionals are 8% of work force and not declining Even the best marketing often only sets the stage Sales efforts have to convert the possibility into a positive outcome |
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Personal Selling PROs and CONs |
PROS: Promotes relationship building Can address the buyer's specific needs and questions Buyers listen to people more than to ads CONs: Long-term commitment Very expensive |
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The strategic and customer functions of selling |
Market Analysis Understanding Buyer behavior Sales Forecasting New product ideas Communication with customers and prospects Sales Coordination Customer Service Customer Relationship Management (CRM) |
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Order taking, Creative Selling, and Supportive Communications
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Order taking: - Listening to customer problems and figuring out exact solutions to those problems Creative Selling: -Team Selling Supportive Communications: - Problem orientated communication, not person orientated Key: ERC (Engaging Results Communication |
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External Objectives of Personal Selling |
Create a competitive advantage Recognize the uniqueness of each buyer Create a win-win Control the Communication |
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Steps in the Personal Selling Process |
Preparation Prospecting Initial Contact Presentation Handling Objections Closing the Sale Follow-up |
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Key questions in selling |
Whats the buyers' current need state? Need development Need awareness Need fulfillment |
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Role of Sales Force Automation |
Type of program that automates business tasks such as: inventory control sales processing tracking of customer interactions analyzing sales forecasts and performances |
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3 Methods for setting a selling expense budget |
Percentage-of-Sales Method Competitive Parity method Objective-and-Task method No one right answer and never easy to choose |
