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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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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http://www.scribd.com Interview with an entrepreneur Brief characterization PHU Restauracja Dwa Ksiyce The restaurant was founded in 2006 in Lodz. From the beginning‚ it was a restaurant with possibilityto organize closed parties like birthday party‚ wedding and so on. After market confrontation‚restaurant was changed into a pub oriented directly to teenagers. The organization of events waspreserved. The company employed in the beginning 3 people‚ then 8 person.1. What was motivated you
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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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1. My grandfather‚ because he owned multiple successful businesses. 2. Automobile sales and vendor sales 3. Most employees are part of my family. We have multiple divisions of the business‚ including advertising‚ vendor spacing‚ auction management‚ and ticket sales. It is a sole proprietorship founded and currently owned by myself‚ but I plan to pass it down to my children. 4. An advantage to my method of business organization is the trust and knowledge of my employees considering most of them
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Open Heart‚ Open Mind‚ and Open Door “Open Hearts‚ Open Minds‚ and Open Doors” is the United Methodist’s trademark phrase expression its mission for evangelism. It is a wonderful catch phrase. And its essence contains the Christian message as well as the Methodist Social Affirmation to the world. To whom and how should we open these three doors: with our hearts‚ minds and opportunities? I see three doors in this catch phrase. Jesus said‚ “I am the gate for the sheep: whoever enters through me
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always an opportunity in entrepreneurship in life if there is a will to take the risk and motivated to do so. Entrepreneurship roots from the word entrepreneur‚ which according to www.wikipedia.com‚ it can be defined as one who undertakes innovations‚ finance and business acumen in an effort to transform innovations into economic goods. Entrepreneurs are risk takers‚ willing to roll the dice with their money or reputation on the line in support of an idea or enterprise. They willingly assume responsibility
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Entrepreneur Interview with Larry Godwin‚ Owner of Godwin Company‚ Inc. Danielle Grider Ivy Tech Community College Intro to Business 101-03H-H1 Charlie Svihlik October 21‚ 2012 Entrepreneur Interview with Larry Godwin‚ owner of Godwin Company‚ Inc. The person I chose to interview is the owner of the company at my current place of work. Larry Godwin is the owner of Godwin Company‚ Inc‚ which is a forklift and golf car sales
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Hausarbeit zum Thema „Adaptive Selling“ Table of Contents List of figures III Relevance of adaptive selling for marketing 1 1 Central concepts in the context of adaptive selling 3 2 Analysis of the research progress regarding adaptive selling 5 Bibliography 16 List of figures Fig. 1: Conceptual framework of Román and Iacobucci……………………………………7 Relevance of adaptive selling for marketing Since the 1970s‚ researchers are trying to understand the various
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Characteristics of entrepreneurs------------------------------------------------------3 Am I an entrepreneurial “type” of person? -----------------------------------------4 The influence of contexts on entrepreneurial characteristics-------------------5 “Family business” ------------------------------------------------------------------------5 “Small business owners” ----------------------------------------------------------------6 Conclusion----------------------------------------------------------------------------------6
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