Which are the key factors that can contribute to successful sales through personal selling strategies in different industries? Sales Management May 31th 2013 Summary Introduction 3 I. Key factors 4 A. Selling Model 4 B. Value concepts 4 C. The performances 5 II. Comparison between two industries 6 A. Pharmaceutical industry 6 B. Car industry 7 Conclusion 8 References 9 Introduction Personal selling is a person-to-person communication with a prospect. Personal selling is a process
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about your products and services‚ the sales process that your team is expected to use‚ tools and resources‚ etc. Every salesperson‚ no matter how experienced‚ can benefit from both types of sales training. Learning how to sell is an ongoing process. There are always new strategies and new technologies that your team must learn in order to sell effectively. When you bring a new salesperson on board‚ the priority will be in company-specific training. Unless your new employee is a rank beginner they’ll have
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bureaucratic structure of a large organization. On the other hand‚ an independent salesperson by definition represents a variety of companies. He/she is not necessarily loyal to any particular company. At first‚ this may sound like a disadvantage. In reality‚ it can be an advantage. A career sales force may be used to just selling whatever products the company offers. That is what they are supposed to do. An independent salesperson‚ however‚ selects from a variety of products available in the market‚ trying
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situation. I am aware that you want to bring a lawsuit against Sam salesperson and the seller. I have done some research and gathered the following information for you. The ethical issues involved in your situation include violation of full disclosure‚ unfair practices‚ and breech of contract. Sam Salesperson failed to disclose to the seller that you requested an extension of the earnest money payment‚ and did not tell you this. Sam Salesperson intentionally let time lapse to void your contract in order
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customers‚ and always give personalized advice to them. Sales managers should also manage the sales force‚ which includes external agents and salespeople to ensure the success of the team. It is obvious in that Ian has proven to be a ‘super salesperson’ due to his experiences and innovative ideas. He is very dedicated to his team as he wants to show them ‘how best to approach customers and negotiate sales’. He practically spends at least one day a month with his salespeople. However‚ from various
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selling is the salesperson can make initiative to go around door-to door to persuade customers to buy the cosmetic products instead of waiting the customers to visit your shop. The company is able to save money for setting up a visible shop which usually costs a lot. Besides‚ there is no need to take attention on the design and decoration of the shop and display of goods. Sometimes‚ the customers really have no intention to buy the products‚ but due to continuous persuasion of the salesperson‚ they buy
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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 as well the frequencies & intensities of their contacts with customers &
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www.ccsenet.org/ijms International Journal of Marketing Studies Vol. 3‚ No. 2; May 2011 The Influence of Brand Loyalty on Cosmetics Buying Behavior of UAE Female Consumers Dr. Hamza Salim Khraim Marketing Department‚ Faculty of Business Middle East University‚ Amman‚ Jordan E-mail: hkhraim@meu.edu.jo Received: January 24‚ 2011 Accepted: February 9‚ 2011 doi:10.5539/ijms.v3n2p123 Abstract The worldwide annual expenditures for cosmetics is estimated at U.S. $18 billion‚ and
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Study Guide‚ Chapter 08 Multiple Choice Identify the letter of the choice that best completes the statement or answers the question. ____ 1. An interactive‚ flexible information system that enables managers to obtain and manipulate information as they are making decisions is called a: a. single-source system b. marketing information system c. primary data system d. marketing decision support system e. database marketing system ____ 2. The function of _____ is to
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In the article tips on how to be a successful car salesman Arthur Fontes lays out a series of sale processes that will help each salesperson understand the entire process better. The main points that Fontes talks about are meet and greet‚ qualifying‚ choosing a vehicle‚ and negotiations. In the first section of the article Fontes talks about the importance of the meet and great. He goes on and explains several different steps in this section. The first thing that he mentions is the meeting of the
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