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Personal Selling and Sales Promotion,[object Object],Intro to Marketing,[object Object],Chapter 17,[object Object]
Personal Selling,[object Object],NetJetsExecutive Jet,[object Object],A Product Requiring Personal Selling,[object Object],Interpersonal influence process ,[object Object],involving a seller’s promotional,[object Object],presentations conducted on a ,[object Object],person-to-person basis with ,[object Object],the buyer.,[object Object],Used when:,[object Object],Consumers are geographically concentrated and small in ,[object Object],	number.,[object Object],The product is expensive, ,[object Object],	complex, custom-made, ,[object Object],	requires special handling, ,[object Object],	or involves trade-ins.,[object Object],The price is high,[object Object]
Ch.17
Four Sales Channels,[object Object],Over-the-counter selling,[object Object],Retail and some wholesale where customers come to them,[object Object],Field selling - presentations made at the customers home or business,[object Object],An emerging trend in field selling is team selling where the salesperson is joined by specialists for other areas of the firm.,[object Object],Telemarketing,[object Object],Inside selling – by phone, mail, electronic,[object Object],For customers who need answers to frequently asked questions,[object Object]
Figure 17.1:  Starbuck Offers Personalized Over-the-Counter Selling,[object Object]
Trends in Personal Selling,[object Object],Relationship Selling ,[object Object],salesperson builds a relationship with a customer over an extended period of time.,[object Object],Consultative Selling,[object Object],listening to customers, understanding & caring about their problems, paying attention to details, and following through after the sale.,[object Object],Team Selling,[object Object]
Better Homes and Gardens Real Estate ServiceAnother Type of Field Sales,[object Object]
Use of Endorsements in a Creative Selling Strategy,[object Object],Sales Tasks,[object Object],Order Processing,[object Object],   - selling at retail and wholesale levels,[object Object],Creative Selling,[object Object],Skillful proposals of solutions by the sales person,[object Object],Missionary Sales,[object Object],Indirect selling, sells the image of the firm,[object Object]
The Sales Process,[object Object],1. Prospecting & Qualifying,[object Object],identifying potential customers,[object Object],determining whether or not the prospect can buy it,[object Object],2. Approach ,[object Object],Initial contact of salesperson with customer,[object Object],3. Presentation 	,[object Object],the seller describes the product’s major features and strengths,[object Object]
Sales Process(cont.),[object Object],4. Demonstrations,[object Object],allow the customer ,[object Object],	to become involved,[object Object],5. Handling Objections,[object Object],6. Closing,[object Object],The “If I can show you” technique,[object Object],The alternative-decision,[object Object],The SRO (standing room only),[object Object],Silence,[object Object],Extra-inducement closes,[object Object],7. Follow-up,[object Object]
Sales Promotion,[object Object],Those marketing activities, other than personal selling, advertising, and publicity, that stimulate consumer purchasing and dealer effectiveness.,[object Object]
Sales Promotion,[object Object],Coupons & Refunds,[object Object],Samples,[object Object],Contests,[object Object],Specialty,[object Object],Trinkets,[object Object],Point-of-Purchase Displays,[object Object],Trade Shows,[object Object],Dealer Incentives,[object Object]

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