maintain long-term customer relationships by listening to their customers‚ assessing customer needs‚ and organizing the company’s efforts to solve customer problems. The term salesperson covers a wide range of positions. At one extreme‚ a salesperson might be largely an order taker‚ such as the department store salesperson standing behind the counter. At the other extreme are order getters‚ whose positions demand the creative selling of products and services ranging from appliances‚ industrial equipment
Premium Sales Marketing Customer service
1.Short notes A)Marketing Mix variables (The 4 P ’s of Marketing) The major marketing management decisions can be classified in one of the following four categories: * Product * Price * Place (distribution) * Promotion These variables are known as the marketing mix or the 4 P ’s of marketing. They are the variables that marketing managers can control in order to best satisfy customers in the target market. The marketing mix is portrayed in the following diagram: The Marketing
Premium Marketing Marketing plan
Assignment 1 Ashford University Business Research Methods & Tools BUS 642 Dr. Raj Singh Assignment 1 What is business research? Why should there be any question about the definition of research? In business‚ managers need to respond to any issues that may arise in the business. While one may be prone to do this based on past experience‚ the wiser choice would be to use business research to gather the information to make decisions as business research will increase the likelihood that
Premium Research Sales Business
business. Evolution of Consultative Selling Consultative selling emphasizes need identification‚ which is achieved through effective communication between the salesperson and the customer. The salesperson establishes two-way communication by asking appropriate questions and listening carefully to the customer’s responses. The salesperson assumes the role of consultant and offers well-considered recommendations. Transactional selling is a sales process that most effectively matches the needs of
Premium Sales Marketing Customer service
References: 1. Omar MW‚ Jusoff K‚ Ali MNM. 2009. Salesperson Professional Selling and the Effect on Buyer and Salesperson Relationship. International Journal of Business and Management.4:43-45. 2. http://www.wildwestprisons.com/the-key-to-the-success-of-coca-cola/ (Accessed: 21 November 2011) 3. John F.Tanner JK‚ Earl D.Honeycutt JR
Premium Sales Coca-Cola Brand
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
Premium Sales
device manufacturer for its next-generation product. In the course of negotiations‚ the supplier’s salesperson learned that he was competing against a company whose price was 10 cents lower per unit. The customer asked each salesperson why his company’s offering was superior. This salesperson based his value proposition on the service that he‚ personally‚ would provide. Unbeknownst to the salesperson‚ the customer had built a customer value model‚ which found that the company’s offering‚ though 10
Premium Customer service Sales Marketing
furniture. Although the new line of lawn furniture has significant competitive advantages in this marketplace‚ the company does not utilise its customer database efficiently to proactively market its products and did not realise the importance of salesperson in customers’ perception. Determining a suitable IMC strategy for lawn furniture to overcome the problems is a big issue for the Northwind Company. The case describes the information of whole industry and the Northwind Company including the statement
Premium Marketing
paper will outline the characteristics of the audience that a salesperson must consider when presenting a quarterly sales information meeting to a group of stakeholders‚ including managers‚ salespeople‚ and customers. We will talk about what communication channels are appropriate for this meeting and what are some considerations to keep in mind given the diversity of the audience in the meeting. Finally we will talk about how a salesperson ensures that the message is effective to the group attending
Premium Sales Audience Marketing
long-term strategy and success. The compensation/incentive plan is not effective as proven by the company?s flat sales despite a growing market for outdoor sporting products. Other pertinent facts/issues: 1. McDonald strongly believes that each salesperson should be earning $50‚000/year. 2. Salespeople currently tend to sell close to home‚ neglecting the further accounts. 3. Performance is weakly correlated to years of service (except for Campbell). Thus‚ incentives should not be tied to years of
Premium Sales Selling Marketing