The Selling Process Objectives Objections Why objections Types of objections Handling objections Closing the Sale When to close the sale How to close the sale Problems with closing the sale The Eight Steps of the Selling Process. Pre-Approach. Looking for customers and getting ready for the sale. Approaching the Customer. Greeting the customer face-to-face‚ or in the case of electronic sales‚ through a Live Discussion Thread or Live Chat.
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INTRODUCTION 3 Industrial Selling Environment 3 Exogenous Variables: 3 Endogenous variables: 3 FOUNDATIONS OF PERSONAL SELLING: AN ORGANIZATION CUSTOMER FOCUS: 5 Promotion and role of personal selling: 7 Personal selling: the conceptual framework: 9 Stages of the selling process 9 Personal selling and Competition: 12 Scene 1: NEW FIRM‚ NEW PRODUCT LINE/MIX 13 Scene 2: NEW UNKNOWN FIRM AND OLD‚ ESTABLISHED PRODUCT CONCEPT 14 Scene 3: OLD FIRM‚ NEW PRODUCT-SERVICE 14 Scene 4: OLD FIRM‚ OLD PRODUCT/SERVICE
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The Development of Personal Computers The history of the computer goes back hundreds of years. From the abacus through the modern era the evolution of computers has involved many innovative individuals. It was out of this desire to innovate many fascinating tabulating machines developed. The modern computer‚ therefore‚ evolved from an amalgamation of the genius of many individuals over a long period of history. Many people shaped the world by making the efforts to develop technology.
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(308A) SALES MANAGEMENT & PERSONAL SELLING OBJECTIVES: 1. To provide an understanding of the concepts‚ attitudes‚ techniques and approaches required for effective decision making in the areas of Sales. 2. To pay special emphasis on the practising manager’s problems and dilemmas. 3. To develop skills critical for generating‚ evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept‚ Nature‚ Role of Sales Management in Marketing‚ Salesmanship‚ Specific Characteristics
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weaknesses from the customer’s point of view. Since satisfaction drives behavior‚ a more thorough understanding of what drives multi-channel shoppers’ satisfaction will give retailers the insights they need to influence customer behavior in the short term and long term. In this way‚ customer satisfaction is harnessed to become a driving force in sales growth and increasing loyalty where each channel is optimized to meet the customers’ needs and exceed their expectations. Multi-channel retailers‚ like
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have grown up with sayings and beliefs passed down from generation to generation. Some of these sayings and beliefs are original‚ but others may come from‚ famous writers‚ or ancient philosophers. Bence Nanay’s “Know Thyself’ Is Not Just Silly Advice: It’s Actively Dangerous‚”‚ Margaret Atwood’s short story‚ “Lusus Naturae”‚ and Massimo Pigliucci “Anger is temporary madness: The Stoics knew how to curb it” all discuss the effects of others trying to push their ideas or beliefs onto someone. People
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Paul Allen using the name‚ “Micro-soft” referring the their 60/40 partnership. Their main product is BASIC. Gates and Allen worked day and night to create the first version of Microsoft Basic‚ a simple computer software. They realize that the future of personal computers is in the software. The Computer Mart opens on Madison Avenue in New York. Zilog Z-80 chip is introduced. They have 3 employees including themselves and the revenue is $16‚000. July 1‚ 1976‚ Microsoft refines and enhances BASIC to
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CASE 15: THE FALL OF IBM Justin Marc C. Tariman B.S.B.A. MKTG 4 March 14‚ 2013 EXECUTIVE SUMMARY Purpose The purpose of this case study analysis report to understand and formulate a set of actions for the case of a company that is experiencing rapid environment changes and difficulty in protecting its core business such as how IBM perceived its mainframes as king of computers. Problem IBM biggest problems include its huge size‚ highly bureaucratic decision making approach‚and
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History of IBM From Wikipedia‚ the free encyclopedia Jump to: navigation‚ search It has been suggested that Computing Tabulating Recording Corporation be merged into this article or section. (Discuss) Proposed since May 2011. This article appears to be written like an advertisement. Please help improve it by rewriting promotional content from a neutral point of view and removing any inappropriate external links. (January 2012) International Business Machines‚ abbreviated IBM and nicknamed
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telecommunications industry. Nokia also produces mobile phone infrastructure and other telecommunications equipment for applications such as traditional voice telephony‚ ISDN‚ broadband access‚ professional mobile radio‚ voice over IP‚ wireless LAN and a line of satellite receivers. Nokia provides mobile communication equipment for every major market and protocol‚ including GSM‚ CDMA‚ and WCDMA and it is known globally for its reliable and good quality products. BACKGROUND Founded: Tampere‚ Grand
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