1. Relevant literature The literature pertaining to relationships among customer satisfaction‚ customer loyalty‚ and profitability can be divided into two groups. The first‚ service management literature‚ proposes that customer satisfaction influences customer loyalty‚ which in turn affects profitability. Proponents of this theory include researchers such as Anderson and Fornell (1994); Gummesson (1993); Heskett et al.(1990); Heskett et al. (1994); Reicheld and Sasser (1990); Rust‚ et al. (1995);
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based on a personal relationship between individual buyers and sellers. The personal contact is here just between the salesman and the customer. Trust is here a key element of the relationship‚ because you know your contact person‚ your personal salesperson now for years. He won’t normally trick you. But the problem is‚ if another competitor is able to offer the same or a similar product for a cheaper price and its quality is as well on high level‚ you easily lose your customers. There isn’t a strong
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1. Why is Personal Selling important to the economy? Ans: Personal selling is where businesses use people to sell the product after meeting face-to-face with the customer. Personal selling is flexible and has many characteristics. For instance‚ the sales person can answer and overcome objection and focus on points of customer interests. Also‚ it builds relationships in the form of ensuring that buyers receive the appropriate service. Moreover‚ direct feedback‚ in this form of communication‚ the
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The IMpacT of SaLeS faILure on aTTrIbuTIonS Made by “reSource-chaLLenged” and “reSource-Secure” SaLeSpeopLe Michael Mayo and Michael L. Mallin The present study investigates if the types of attributions salespeople use to account for a sales failure (internal or external) depend on the impact the failure has on their net resource inventory. The relative sizes of net resource inventories (resources left following a sales failure) were used to classify salespeople as either “resource challenged” or
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TABLE OF CONTENTS I. Forecasting. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 A. Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 B. Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 C. Importance of Forecasting. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 1. Product Life Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
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debuted on the New York Stock Exchange with an offering of 8.3 million shares. In the early 1990’s it hit the $1 billion mark in annual revenues. In the 20000’s‚ Best Buy acquired Canada‚ China‚ Puerto Rico‚ Mexico‚ and opened its 1000th store in the Mall of America in Minnesota. After Circuit City went out of business‚ Best Buy became the largest electronics retail store in the eastern United States: Figure 1: August 27‚ 2011. Google.com So why are they in trouble now? What can they do to rebuild
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as a result of globalization of goods and services. Customers are now well-informed decision makers as a result of the abundance of information that is available online and in the media. In addition‚ today’s consumer is most concerned with how a salesperson can solve basic problems and ultimately add value to a product or service. The role of sales intermediaries is now‚ more than ever‚ important to success in this new competitive global marketplace. As a result‚ sales managers have a new challenge
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interpersonal communication and interaction between buyers and sellers is called _____________ a. Advertising b. Sales promotion if c. Direct marketing d. Consumer behavior e. Personal selling ANS: E PTS: 1 DIF: Easy REF: p. 4 OBJ: 1 2. Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as? a. Personal selling b. Mental states selling c. Trust-Based relationship selling d. Canned selling e. None of the above. ANS: C PTS: 1 DIF: Easy REF: p. 4 OBJ: 1 3. Susan’s
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start with some general discussion I asked about his job responsibilities which include fixing meetings with 3 to 4 persons a day and doing all activities including prospecting‚ fixing appointment‚ selling‚ closing the deal and after sales. For a salesperson the most important thing is Sales Target. He said my sales target is Volume based and is measured by the number of full load containers‚ cbms in ocean or tonnes of Air Freight I have sold for a particular month. Prospect Customers On a discussion
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“EYE-Mazing!” A Marketing Plan for New Market Development Submitted by: Ando‚ Hanna Mari Cabucos‚ Trisha Marie Igat‚ Sandra Marie Pullon‚ Danica Anna Regis‚ Geneva Santiago‚ Gio Andro Suarez‚ Angel Submitted to: Prof. Angelo Alfonso Abejero A. Market Analysis * Demographic/Population Developments An estimated 180 million of the World’s population are visually disabled. The 3rd.Philippine National Survey of Blindness conducted last year showed that
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