Personal selling is said to be a cost it has a narrow audience and an organization can survive without it. (Discuss) According to Pride‚W and Ferrell O‚ Personal selling can been defined as a process of informing customers and persuading them to purchase product through personal communication in an exchange situation. Personal selling is the process of person to person communication between a sales person and a prospective customer in which the sales person learns about the prospect needs and
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The Evolution of Selling from the 1950’s to the Present The evolution of selling changed the way salespeople‚ companies and major industries valued their customer’s needs. Each organization would use certain methodologies and techniques that over time would develop‚ mature and grow to make those organizations much more successful and valued. Also as the customers themselves‚ started becoming more sophisticated‚ closing sales took more effort and time. Therefore the salespeople had to be trained
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Blue Cross Blue Shield of South Carolina Shauna McKinnon Health Care Systems 235 University of Phoenix 2011 The name of the agency of my selected provider is Blue Cross Blue Shield of South Carolina. I researched different websites to obtain my information about Blue Cross Blue Shield. I researched Blue Cross Blue Shield of South Carolina‚ which was updated in 2011‚ Manta Media
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ALL SELLING? • A candidate at a job interview. The candidate is selling his candidature and interviewer is selling his company. • A boy and girl proposing to get married. • A politician making speeches to get votes. • A lawyer arguing his client’s case in the court. • A student attempting the answers to questions to get a certificate/degree. QUESTIONS FOR DISCUSSION • How many students’ parents are in the profession of selling? • How many of you intend to enter into selling? • What
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The American Red Cross Case Study Introduction The American Red Cross (ARC)‚ founded in 1881‚ is an independent organization‚ supported by public financial donations and volunteerism. Its mission is to “provide relief to victims of disasters and help people prevent‚ prepare for and respond to emergencies.” Despite having a great visionary and doing great cause‚ ARC was‚ and still is‚ facing lot of unethical issues. High rate executive turnover‚ slow response to disasters‚ mismanagement of donations
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Question 1 Personal Selling Process My personal selling process consists of the following nine steps: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meeting objections 8. The Close 9. Follow up and Service Step 1: Prospecting Prospecting‚ involves the Money‚ Authority‚ Desire (M.A.D) approach. Firstly I analysed my prospective clients to ensure that they had the money‚ authority and desire to purchase the products I was selling. Upon analysis I
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Personal selling occurs where an individual salesperson sells a product‚ service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today‚ personal selling involves the development of longstanding client relationships. In comparison to other marketing communications tools such as advertising‚ personal selling tends to: • Use fewer resources‚ pricing is often negotiated. • Products tend to be fairly complex (e.g. financial services or new
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lessons learned from organizations Such as; * the tragic earthquake and tsunami in Japan‚ * devastating floods in Pakistan and Australia‚ * the serious food crisis in the Horn of Africa to name just a few. * the International Red Cross and Red Crescent Societies; * the 2004 Tsunami disaster that impacted the west coast of Sumatra‚ Indonesia; * the 2006 Katrina disaster in New Orleans – U.S.A; These are few‚ But we must also remember the hundreds of smaller disasters which
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Selling techniques Selling technique is the body of methods used in the profession of sales‚ also often called personal selling. Techniques used in selling interviews vary from the highly customer centric consultative selling to the heavily pressured "hard close". All techniques borrow a bit from experience and mix in a bit of guesswork on the psychology of what motivates others to buy something offered to them. Mastery in the techniques of selling can offer very high incomes‚ while failure in
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Sales Targets Sales personnel often ask themselves how to achieve sales targets? Prospects are more savvy now when buying products and there is a wider choice of products in the market place. What can sales people do to achieve these targets? 1. Selling Is About The Value The Customer Gets Many sales people study very well the features and functions of the products and services that they sell. What is more important is to understand what value the product or service brings to the person who buys
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