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3 Cards in this Set
- Front
- Back
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Advantages of personal selling over other forms of promotion
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• Provides a detailed explanation or demonstration of the product
• The sales message can be varied according to the motivations and interest of each prospective customer • Can be directed only to qualified prospects • Cost can be controlled by adjusting the size of the sale force in one-person increments • Obtains a sale and gaining a satisfied customer |
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Relationship selling or Consultative selling
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a sale practice the involves building, maintain, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships
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Sells process
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o Prospecting
o Pre-approach o Approach o Making the presentation o Overcoming objectives o Closing the sale o Following up |
