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12 Cards in this Set
- Front
- Back
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Personal Selling
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person-to-person communication with a prospect; process of developing relationships, discovering needs, matching products with needs, communicating benefits; a process that adds value
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Personal Selling Philosophy
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3 prescriptions: adopt the marketing concept, value personal selling, assume role of problem solver or partner
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Shift in Emphasis: Information Age
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last 50 years emphasis shifted from industrial activity to information processing
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4 Major Developments of the Information Age
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major advances: information technology and electronic commerce; strategic resource is information; business is defined by customer relationships; sales process depends on adding value
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Future in Personal Selling
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opportunities for employment, advancement, and women; above avg income; wide range of tasks=need variety of skills; freedom to manage time and activities
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B2C
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business to consumer sales; salespeople selling to consumers
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B2C
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business to business sales; salespeople selling to businesses
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Service Channel
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involve B2C and B2B sales; 80% US labor force in this sector
ex: verizon |
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Business Channel
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involve both inside and outside sales
ex: industrial salespeople, sales engineer, field salespeople, missionary salespeople |
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Consumer Goods Channel
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B2C sales; includes both retail and direct selling
ex: apple |
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Knowledge Workers
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work effort is centered around crating, using, sharing, and applying knowledge
ex: managerial personnel, professionals, entrepreneurs, marketing personnel and customer service reps |
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4 Sources of Learning to Sell
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corporate-sponsored training, training provided by commercial vendors, certification programs, college courses
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