Relational Sales - Focusing on Your Customers’ Needs Facilitating the Customer’s Decision to Buy In an increasingly competitive business climate‚ customers are faced with a multitude of alternative products and vendors. A traditional approach based on "closing the sale" may be inefficient and even counter-productive. In today’s markets‚ customers need customized solutions to their needs. Rather than being sold to‚ customers want to buy. In relational sales the emphasis is on building and maintaining
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1. It is important for a sales person to anticipate buyers concerns and objectives because it shows that you have concerns as well and as a sales person you must generate the correct information to help buyers understand there interest. 2. There are multiple numbers of objectives‚ but only a few are more difficult to handle and they fall in this categories needs objection‚ product or service objectives‚ company or source objections‚ price objections and time objectives. 3. The direct denial
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Summary – Shock advertising Generation X is society’s trendiest group‚ it is realistic and under the age of thirty. Advertisers have recently discovered this segment and are willing to sell directly to them now‚ but also would like to start a relationship that goes beyond this generation. The problem is that Generation X doesn’t trust advertisers‚ they are aware of the fact that there are companies willing to sell them products they don’t want. These companies are desperate to reach this new segment
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CHAPTER 14 INTEGRATED MARKETING COMMUNICATIONS: PERSONAL SELLING AND DIRECT MARKETING MULTIPLE CHOICE QUESTIONS 1. __________________ is quoted as saying that “everyone lives by selling something.” a. Bill Gates b. Robert Louis Stevenson c. Arthur Miller d. Henry Ford Answer: (b) Difficulty: (2) Page: 513 2. All of the following were characterizations of salespeople brought about by Arthur Miller’s Death of Salesman and Meredith Wilson’s
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Online Selling Online shopping or e-shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser. Alternative names are: e-web-store‚ e-shop‚ e-store‚ Internet shop‚ web-shop‚ web-store‚ online store‚ online storefront and virtual store. Mobile commerce (or m-commerce) describes purchasing from an online retailer’s mobile optimized online site or app. An online shop evokes the physical analogy of buying
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A SUMMER TRAINING PROJECT REPORT ON “ANALYSIS OF ANTI PEPSI BEHAVIOUR OF RETAIL OUTLETS” SUBMITED TOWARDS PARTIAL FULFILMENT OF POST GRADUATE DIPLOMA IN MANAGEMENT SUBMITTED BY- PRADEEP PANKAJ SINGH PGDM(2008-10) ENROLMENT NO-2029742128. FACULTY GUIDE INDUSTRY GUIDE MR. VISHAL AGGARWAL MR. RAVEND BIJLANI ASSOCIATE PROFESSOR
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A SUMMER TRAINING PROJECT REPORT ON “A COMPARITIVE SURVEY OF PEPSI DEALERS IN RESPECT TO OTHER BRAND DEALERS IN ALLAHABAD AT Submitted to UTTAR PRADESH TECHNICAL UNIVERSITY In partial fulfillment of the requirement For the award of the degree of MASTER’S OF BUSINESS ADMINISTRATION SESSION (2009-2011) UNDER GUIDANCE OF: - SUBMITTED BY:- PROF. PALAVY KAUR PANKAJ JHA
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11 CASE STUDY PEPSI GROUPE ASSINGMENT INTRODUCTION Pepsico‚ inc.is one of the most successful consumer products companies in the world. Its operates from Australia. Pepsi-cola company‚ the second largest soft drink business and Tropicana products. The main products of the company comprises of different soft drinks brand includes pepsi‚pepsi light ‚pepsi max‚7up‚mountain dew‚etc..The company consists of: Frito-Lay Company‚ the largest
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Promotion Mix • Personal Selling‚ Product‚ Sales Promotion The promotion mix was great going into the 21st century. There is not much personal selling in Krispy Kreme. Instead‚ customers come in with the brand awareness of the doughnuts. The store emphasizes its original glazed doughnuts but other than that not much personal selling goes on. Product giveaways are held at grand openings to improve knowledge of Krispy Kreme products. On certain occasions Krispy Kreme sells a special flavored doughnut
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CHAPTER 6 Entering Global Markets “The multinational corporation knows a lot about a great many countries and congenially adapts to supposed differences..... By contrast‚ the global corporation knows everything about one great thing. It knows about the absolute need to be competitive on a worldwide basis as well as nationally and seeks constantly to drive down prices by standardising what it sells and how it operates. It treats the world as composed of a few standardised markets rather than
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