CHAPTER 17 Personal Selling and Sales Promotion CHAPTER Personal Selling and Sales Promotion Chapter Objectives 1 Describe the role of today’s 4 Identify and briefly 7 Identify the role of ethical salesperson. behavior in personal describe the three basic selling. sales tasks. 2 Describe the four sales 5 Outline the seven steps in 8 Describe the role of sales channels. promotion in the the sales process. 3 Describe the major trends promotional mix‚ and in personal selling. 6 Identify the seven
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Historically‚ the cross served as being a symbol of death‚ suffering‚ and execution. In today’s world however‚ it means much more than that. For Christians‚ the cross is of an immense importance because of the fact that it provides simplicity‚ direction and motivation in people’s chaotic lives. Most importantly‚ it is a representation of the affirmation of faith. Jesus was sent to earth to spread the word of God and to die for the sins of the Christian people. Therefore‚ the symbol of his heroic
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Elaborate on three of the cross cultural communication principles and give concrete examples for it of them. Cross cultural communication is a studying of how to look at people from differing cultural backgrounds communicate (for example‚ national‚ ethics‚ religious‚ etc)‚ resulting from a common language and communication style‚ customs‚ beliefs‚ attitudes and values‚ in similar and different ways among themselves and how they endeavour to communicate cross the cultural. Cross cultural communication
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Retail Method vs. FIFO or LIFO In the case‚ the University Store provided plenty of goods and services with various costs. They frequently have their costs‚ selling prices and discounted prices changed. This process would contain a large amount of work since the Store kept large number of books. Although the Store has planned to record data by establishing a new software system‚ they used the retail method easing and simplifying inventory tracking. Comparing the FIFO or the LIFO method‚ the retail
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Case study: Selling Hope Case Summary State lotteries consider as a marketing challenge. As a legal monopoly‚ they have no competitors which are a major aim of much advertising. The company only remain two objectives which are recruiting new players and encouraging existing player to increase their activity. To aid them in product development and advertising‚ marketers use variety research tools to learn people’s preferences and responses to proposed games. They also engage in target marketing
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marketing‚ built on effective communications between the seller and buyer‚ focuses on building long-term alliances rather than treating each sale as a one-time event. Designing the Sales Force Based on analyses of current and potential customers‚ the selling environment‚ competition‚ and the firm ’s resources and capabilities‚ decisions must be made regarding the numbers‚ characteristics‚ and assignments of sales personnel. Distribution strategies will often vary from country to country. Some markets
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The comparison of automated and manual control system Introduction Nowadays‚ with the development of information technology‚ almost every company has involved in the widely used of computer technology to deal with their daily business transactions. From this point‚ the control framework has mainly divided into two basic categories: one is manual control which requires an operator to activate or deactivate the control device. Another is automated control which regulates the business activities without
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Devil on the Cross was written by Ngugi while he was imprisoned. He was held without trail by a government that tried to silence him. The out come was a book that was "One of the century’s greatest novels" by the Tribune. In the following passages I plan to explain the meaning of four characters that are affected by capital class. The speaker of the passage "She sat down on a box " is the gorgeous protagonist; Jacinta Wariinga. Jacinta Wariinga is a young beautiful black woman who easily stops
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The shoe retail business is a competitive field and I believe there is potential for growth those who have special needs and those who are health conscience. The company which is 4 Life Shoes will be a special store that has the buyer’s best interest at heart. Recent studies conducted by Graphic Design at Cape Peninsula University of Technology for sustainable Shoe Development research was done to discover what measures and programs have been taken to create
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plenty of excuses from retail store executives who refuse to provide much training to their front-line store employees. One of the most common is: "What if I train them‚ and they leave?" Friedman says this is the exact opposite approach they should take. He suggests a better question is‚ "What if I don ’t train them‚ and they stay?" Cost of Not Training The unfortunate reality‚ which anyone who ventures into a mall these days can confirm‚ is that today ’s retail store employees often lack basic sales
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