Writing Assignment #1 "Everyone’s behavior is guided by his or her unique needs and wants." Salespersons‚ prospects‚ customers‚ and consumers all make their daily decisions based on this fact. By better understanding others needs and wants as well as your own‚ a salesperson can reach his full potential for attracting new business as well as retaining business while maximizing revenue. As we discussed in class‚ there are four major personality traits that differ depending on varying amounts
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characteristic is expertise; this is the extent to which a salesperson possesses relevant knowledge and capability to get the job done right. An example is Digicel‚ their sales persons are well trained and equipped with relevant information and knowledge of their prices and sale promotions. Customers can ask a salesperson about a promotion and when the customer research for themselves‚ it is accurate. This builds trust‚ when a salesperson shows competence and knowledge. This has pushed Digicel to
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|1. |Electronic commerce is changing only the production and operations management functional area. | | |Ans: False | |2. |Electronic commerce is the buying and selling of products‚ services‚ and information via computer networks‚ primarily the | | |Internet.
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Personal Selling I. Personal Selling Basics A. What is Personal Selling? We all know‚ or at least have an impression‚ of what personal selling entails. As a general rule‚ college students tend to be somewhat negatively predisposed toward personal selling‚ particularly as a career. As such‚ in addition to explaining a variety of personal selling concepts and explaining personal selling’s role in the promotion mix‚ a goal for these notes is to dispel some of these negative impressions
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assumptions‚ or beliefs about the likelihood that another ’s future actions will be beneficial‚ favorable‚ or at least not detrimental to one ’s interests" (Robinson 1996‚ p.576). These expectations‚ assumptions and beliefs shape how the consumer views a salesperson. Customers may come into a meeting with assumptions or stereotypes because they do not know the person they are negotiating with. “In the change from a face-to-face society to one of widespread anonymity in a demographically large and structurally
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ICT systems used in Progress Blinds Head Office LAN: Local Area Network: A local computer network for communication between computers; especially a network connecting computers and word processors and other electronic office equipment to create a communication system between offices. Server: A server is a computer program that provides services to other computer programs in the same or other computers. For example‚ email‚ FTP‚ Usenet‚ and HTTP connections. Router: A router is a device or software
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visit of the sales person to the C and D class Retailers and Shortage of supplies to the distributors. Irregular visit of the salesperson: a) We can give good amount of incentives to the salesperson who visit the C and D class Retailers 2‚ 3 times in a week. b) We can also make a minimum visit criteria which is must for every salesperson‚ for E.g. every salesperson must visit the C and D class retailers minimum 2 times in a week. c) The more the salesman sold the products to the C and D class
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The salesperson should attract the prospect/customer to his presentation before he actually goes into the details of the same. This is to ensure that the prospect/customer becomes receptive to the presentation. Here the need for securing attention is must. It’s a fact that usually the prospect may be busy in his routine jobs or daily assignments. Thus‚ before meeting the salesperson‚ the prospect’s mind may be engaged in something other than the concerned product‚ about which the salesperson in
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| | Wayne Clough | 7/16/2013 | | Wayne Clough Student Number: AC1302019 BM410: Sales Management & Practices Assignment 08: 1. I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness‚ and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures‚ professional development measures and behavior based measures. The first
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1‚ 2‚ 4‚ 5‚ 6‚ 8 and 9 Chapter 1 Relationship building is definitely the key to business-to-business selling.” Why Learn About Personal Selling? The principles of selling are useful to everyone‚ not just people with the title of salesperson. Developing mutually beneficial‚ long-term relationships is vital to all of us. People in business use selling principles all the time. The Role of Salespeople in Business Go-to-market strategies Lifetime customer value Multichannel strategy
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