Hausarbeit zum Thema „Adaptive Selling“ Table of Contents List of figures III Relevance of adaptive selling for marketing 1 1 Central concepts in the context of adaptive selling 3 2 Analysis of the research progress regarding adaptive selling 5 Bibliography 16 List of figures Fig. 1: Conceptual framework of Román and Iacobucci……………………………………7 Relevance of adaptive selling for marketing Since the 1970s‚ researchers are trying to understand the various
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Personal Selling‚ relationship building and sales management Personal selling‚ unlike advertising or sale promotion‚ involves direct relationships between the seller and the prospect or customer. In a forma sense‚ personal selling can be defined as a two-way flow of communication between a potential buyer and a salesperson that is designed to accomplish at least three tasks: (1) identify the potential buyer’s needs; (2) match those needs to one or more of the firm’s products or services; (3) on
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Bibliography: M. Johnson‚ G. Marshall. Relationship Selling (2010). Third Edition. Google
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T A B L E O F C O N T E N T S Title Page Table of Content CHAPTER 1 - INTRODUCTION 1.1. Background of the Study 1.2. Statement of the Problem 1.3. Objectives of the Study 1.4. Significance of the Study 1.5. Scope and Limitations of the Study CHAPTER 2 – REVIEW OF RELATED LITERATURE 2.1. Sales 2.2. Customers 2.3. Policy on Granting Collection on Accounts Receivable 2.4. Treatment on Uncollectible Accounts CHAPTER 3 – RESEARCH FRAMEWORK 3.1. Theoretical Framework 3.2. Conceptual
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this decision may be based on a wide range of information they have been provided with. However good this information is‚ ultimately it is that person who has made the judgment. If most of the stakeholders are satisfied with the plans and the outcome‚ s/he will be regarded as a ’good leader and manager’; if the decision angers some stakeholders unduly‚ that person’s reputation might well suffer. Task 1 (5 marks) Identify whether each stakeholder above is internal or external. Internal:
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http://www.downvids.net/kid-urdu-to-pashto-translation-328219.html Marketing is… 1) Marketing is one to many. 2) Marketing tells the stories (company‚ product‚ etc.) to many people. 3) Marketing looks after the brand’s reputation 4) Marketing needs to keep the stories circulating and resonating with the target markets using the company’s plumb line (the business of the business) as its central reference. 5) Marketing analyses the big data. Marketing brings you the average result not the specifics
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Selling Theory 1. “AIDAS” Theory: Where A stands for Attention I stand for Interest D stand for Desire A stand for Action S stand for Satisfaction 2. Right set of circumstances: This theory is similar to that of situation response theory. I.e. salesperson must secure attention‚ gain interest‚ present and get desired response. It depends upon the skills the salesperson utilizes to a set of circumstances for predictable response. Sales personnel try to apply this theory; although they
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also covered some selling techniques. On completion of his training‚ Mathur was assigned a territory in the suburban Pune. Mathur’s territory had a mix of general practitioners‚ specialists‚ small nursing homes and medical stores. Although this was his first job‚ Mathur was enthusiastic because he believed that he had learnt a lot about Ace products during his training period. However‚ at the end of his month in the field‚ Mathur was disappointed. He had followed all the selling “steps” suggested
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HONG KONG SHUE YAN UNIVERSITY BUS 460 Business Strategy Group Project Topic: McDonald’s – Strategic Directions Submitted To: Dr. Adolphus Y. Y. Wan Section 3 Group 8 Lai Wing Sum‚ Vincent (103120) Chui Sze Chung‚ Onion (103161) Ng Cheuk Yin‚ Alex (103181) Ip Lee Ying‚ Chantal (103232) Date: 19th December 2013 Table of Content Chapter 1: Introduction 1 Chapter 2: Background 1 Chapter 3: Problems Identification 4 Section 1: SWOT Analysis 4 Section 2: TOWS Matrix 4 Problem 1 (S1O2): Inappropriate
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that comes to mind when you hear the words “golden arches?” McDonalds should be your answer and it is very clear why people get this question right. Not only is McDonalds everywhere‚ but is also an Americanized icon that has become known all across the world. This fast food empire has been growing rapidly ever since the first franchise was opened on April 15‚ 1955 in Des Plaines‚ Illinois. Ray Kroc‚ a local salesman who helped the McDonald brothers open up the first franchise‚ became interested in
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