Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location. Peddling is the oldest form of direct selling. Modern direct selling includes sales made through the party plan‚ one-on-one demonstrations‚ and other personal contact arrangements as well as internet sales. A textbook definition is: "The direct personal presentation‚ demonstration‚ and sale of products and services to consumers‚ usually in their homes or at their jobs." Advantages/Benefits
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Assignment 1 1- Define marketing and discuss how it is more than just “telling and selling.” * Marketing is a process by which companies create value for customers and build strong customer relationships to capture value from customers in return * Today‚ marketing must be understood not in the old sense of making a sale – ‘’telling and selling’’ – but in the new sense of satisfying customer needs. If the marketer does a good job of understanding consumer needs; develops products
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SHAH SPIN SELLING APPROACH [pic] [pic] What is the Goal of Questioning? • To uncover needs – Implicit needs – Explicit needs – Implicit need – a statement of a buyer’s problem‚ dissatisfaction or difficulty with a current situation – Explicit need – a clear statement of a buyer’s want‚ desire or intention to act In smaller sales‚ the more implied needs you can uncover‚ the better chances you have of closing the sale. In larger sales‚ implied needs
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as it has been in the past. Sales is… 1) Sales is about one to one. 2) Sales is where our business becomes real for the client. It is where the stories and brand come to life. 3) Sales develops relationships. It’s relationship-driven. 4) Sales looks after individuals. 5) Sales deals with the ambiguities and the details of each person. It cannot be averaged. 6) Sales analyses the behavior of the prospects and customers whom they deal with on an individual basis. Sales professionals talk to their customers
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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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concernd with sales and customer satisfaction only. Though it is true to certain extent‚ yet marketing is not simply concerned with sales and profit maximization. In fact depending upon the type or stage of demand the marketing task would differ. The study is based on sales and distribution techniques with a special ref. of L.G. electronic product. To know the influences of the techniques of sales and distribution it is important to prepare a study which provides the result of the better sales and distribution
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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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psychology of selling: Why people buy? MM4781 Tan Kuangming 12133304D Introduction When sales people are communicating the sales message to the customers‚ it is important to know the reason behind consumer behaviors. In other words‚ why people buy? Based on the reasons‚ sales people can decide what kind of products are suitable for the customers‚ the content of the presentation and the negotiation skills for achieving win-win situations. Therefor‚ the psychology of selling is to master
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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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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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