FORMULATING PERSONAL-SELLING STRATEGY • Sales Management achieves personal-selling objectives through personal-selling strategy • Key decisions in personal – selling strategy are : a) The kind of sales force required and b) The size of sales force required • The decision on the kind of salespersons defines the role that sales personnel play in their contacts with customers & prospects. The decision on the size of the sales force dictates deployment of sales personnel
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Personal Selling Process No 2 salespersons use exactly the same sales method‚ but it is generally a seven step process: 1. Prospecting and Evaluating Seek names of prospects through sales records‚ referrals etc.‚ also responses to advertisements. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program)‚ willing and authorized to buy. Blind prospecting-rely on phone directory etc. 2. Preapproach (Preparing) Review key decision makers esp. for business to business
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To: Senior Management of Oriflame Belarus From: Marketing Manager XXX Date: 21/11/2010 BUSINESS CASE Version Number: 1.0 Marketing research for customers segmentation This document is confidential and has been made available to the individual to whom it is addressed strictly on the understanding that its contents will not be disclosed or discussed with any third parties with exception of the individual ’s own professional advisers. page. 1 of 29 Table of Contents 1 Executive Summary
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How to deal with angry customers The answer is to be patient Every business encounters angry people. Not disappointed or confused‚ but actually angry. Here are a few steps you might want to try: •Acknowledge the anger. You don’t have to agree with it‚ but in order to have a chance at making it go away‚ you need to empathize with the person’s anger. You cannot sell something (even a solution) nor can you negotiate with an angry person. •Talk more quietly and more slowly than the person
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prospects‚ their needs‚ and their overall situation. Then‚ on the basis of this information‚ salespeople plan their sales presentations‚ selecting the most appropriate objective for each call. Customer Research The sales rep should learn everything possible about the prospective customer’s business—its size; its present purchasing practices; the location of its plants; the names of its executives; and‚ most important‚ the names of people who make the buying decision as well as those who influence
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Setting up a new Business Ownership The type of ownership for the business will be a partnership. This is the most obvious choice as there are two people involved‚ my business partner and me. A partnership can involve between two and twenty partners allowing for further expansion and more financial backing if needed. The partnership would be owned in a ratio of 60:40‚ me owning 60%. This means we would share the cash input and profits and losses in this ratio‚ which is bad in the short-term for
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How to exploit business opportunities from noise pollution in major cities in China CONTENTS LIST OF TABLES 3 abstract 4 introduction 4 review of literature 5 methodology 8 findings 9 graphical techneque 9 maslow ’s hierachy 13 discussion 14 recommendations 15 summary 19 conclusion 21 reference 22 appendix 23 Appendix 1: Questionnaire 23 Appendix 2: letters 24 1.1 LIST OF TABLES Figure 6.1 ...........................................................................................
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1042-2587 © 2010 Baylor University E T&P How Opportunities Develop in Social Entrepreneurship Patricia Doyle Corner Marcus Ho The purpose of this article was to extend existing research on opportunity identification in the social entrepreneurship literature through empirically examining this phenomenon. We used an inductive‚ theory-building design that surfaced patterns in social value creation across multiple case studies. The patterns showed actors seeing a social need and prospecting
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de montfort university city univeRsity of hong kong Full-Time BA (Hons) Business Administration and Management Cohort: September 2013 Module Title: International Marketing (Module code: BAMG 2103 ) Assignment Topic/ Title: Group Project Name of Instructor: MS. Christine Tam T.W. Name of Student: Chan Cho Hung‚ Fan Wai Kit‚ Leung Cheuk Yue‚ Tam Wan Nga DMU Student No.: 53578665‚ 52618473‚ 53579207‚ 53586905 Tutorial Group
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What is the most important way the small business you have chosen meets customer needs? In this project I aim to tell you all about the business I have chosen and identify the ways that it meets the needs of its customers. The business I have chosen to base my project on is called ‘Lees Heginbotham & Sons Ltd’. The address of the business is: 59-61 George Street‚ Oldham‚ OL1 1JF. The business also has a website for its customers: leesheginbotham.co.uk. ‘Lees Heginbotham & Sons Ltd’ is a Private
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