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18 Cards in this Set
- Front
- Back
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advantages of personal selling marketing communication include..
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1)it's more intimate way to talk to the market
2)it's the most flexible form of marketing communications 3)salespeople are the firm's eyes and ears in the marketplace 4)many of the jobs can be found here, particularly for new business graduates The primary disadvantage of personal selling is the cost per contact. |
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these younger baby boomers held an average of 9.6 jobs from ages 18 to 36
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a
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Factors limiting emphasis on personal selling
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-if the dollar amount of individual orders will be small
-if there are many small customers -if the image of the salesperson is poor |
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"personal" selling is about direct interaction between humans.
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a
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the main role of personal selling in the New Era of Marketing is to manage customer relationships.
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a
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a salesperson who promotes the firm and tries to stimulate demand for a product but does not actually complete a sale
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Missionary Salesperson
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Note that _____ is NOT a competency of relationship selling
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assertiveness
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the part of the selling process in which the salesperson directly communicates the value proposition to the customer, inviting two way communication.
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Sales Presentation
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Steps in creative selling process
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prospecting and qualifying-preapproach- sales presentation- handing objections- close- follow up
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steps in sales presentation
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attention- interest- desire-action
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ote that ______ is not a closing technique
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staying here until you buy
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the process of planning, implementing, and controlling the personal selling function of an org.
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Sales Mgt.
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Sales force Mgt process
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setting sales force objectives- creating a sales force strategy- recruiting, training, and rewarding the sales force- evaluating the sales force
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Note that _____ is not something that makes a successful seller
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aggressiveness
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89% believe their plans are well understood by the sales force
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a
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any direct communication to a consumer or business recepience that is designed to generate a response in the form of an order, a request for further info, and/or a visit to the store or other place of business for purchase of a product.
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Direct Marketing
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1 in 6 americans find it difficult to resist a telemarketing pitch.
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a
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promotional and other e-commerce activities transmitted over mobile phones and other mobile devices, such as personal digital assistance (PDA)
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M-commerce
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