Assignment 1 1- Define marketing and discuss how it is more than just “telling and selling.” * Marketing is a process by which companies create value for customers and build strong customer relationships to capture value from customers in return * Today‚ marketing must be understood not in the old sense of making a sale – ‘’telling and selling’’ – but in the new sense of satisfying customer needs. If the marketer does a good job of understanding consumer needs; develops products
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Index 1. The Organization: What it is and what itdoes 2. The Products and services marketed 3. The role of personal selling in the promotional mix 4. A description of the salesperson ’s job 5. The selling process SRCC TRADING DEPARTMENT 1: The Organization: what it is and what it does The Trading Department is the preferred supplier of Agricultural Chemicals‚ Fertilizer‚ Packhouse and General Farming Requisites in the Sundays river Valley. Mission: The Trading Department
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psychology of selling: Why people buy? MM4781 Tan Kuangming 12133304D Introduction When sales people are communicating the sales message to the customers‚ it is important to know the reason behind consumer behaviors. In other words‚ why people buy? Based on the reasons‚ sales people can decide what kind of products are suitable for the customers‚ the content of the presentation and the negotiation skills for achieving win-win situations. Therefor‚ the psychology of selling is to master
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LMTSOM 12 Personal selling Managing Sales Force PRATEEK PARBHAKAR 501204032 Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12 Personal selling - Personal presentation by the firm’s sales force for the
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International Journal of Advancements in Research & Technology‚ Volume 1‚ Issue 4‚ September-2012 ISSN 2278-7763 1 A Study On Direct Selling Through Multi Level Marketing F. MARY MERLIN Department of Management Studies‚ Manonmaniam Sundaranar University‚ Tirunelveli‚ India. Email: mary.fmerlin@gmail.com ABSTRACT Direct selling is a multi-level marketing in which the sales force is compensated not only for the sales they make but also for the sales done through their recruit. This recruited
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Personal Selling & The Marketing Concept Personal Selling - A Definition and a Philosophy Personal Selling is a process of developing relationships; discovering needs; matching the appropriate products with these needs; and communicating benefits through informing‚ reminding‚ or persuading. The development of a personal selling philosophy for the information age involves three prescriptions: 1) Adopt marketing concept. 2) Value personal selling. 3) Assume the role of a problem solver or partner
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Personal Selling‚ relationship building and sales management Personal selling‚ unlike advertising or sale promotion‚ involves direct relationships between the seller and the prospect or customer. In a forma sense‚ personal selling can be defined as a two-way flow of communication between a potential buyer and a salesperson that is designed to accomplish at least three tasks: (1) identify the potential buyer’s needs; (2) match those needs to one or more of the firm’s products or services; (3) on
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Division A ISCS WAKAD GROUP- ROLL NO 41-50 A-41 NEHA PATIL A-42 POOJA SHARMA A-43 PRADEEP SHARMA A-45 PRASHANT SHARMA A-46 PREETI RANI A-47 PRIYANK JAIN A-48 RAHUL SHARMA A-49 RAJAN A-50 RAVIJ SHAH SPIN SELLING APPROACH [pic] [pic] What is the Goal of Questioning? • To uncover needs – Implicit needs – Explicit needs – Implicit need – a statement of a buyer’s problem‚ dissatisfaction or difficulty with a current situation – Explicit
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Bibliography: M. Johnson‚ G. Marshall. Relationship Selling (2010). Third Edition. Google
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travelling with his products on a horse-drawn carriage from one town to another to sell his goods. But until today it has evolved from this uncoordinated selling on weekly markets to a very complex process including different activities to finally close the sale. This essay is prepared to have a closer look on even those changes in the history of selling and to explain the evolution by considering historic and contemporary sales methods and attitudes. With the end of mercantilism‚ by the middle of
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