(308A) SALES MANAGEMENT & PERSONAL SELLING OBJECTIVES: 1. To provide an understanding of the concepts‚ attitudes‚ techniques and approaches required for effective decision making in the areas of Sales. 2. To pay special emphasis on the practising manager’s problems and dilemmas. 3. To develop skills critical for generating‚ evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept‚ Nature‚ Role of Sales Management in Marketing‚ Salesmanship‚ Specific Characteristics
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A Five Stage Personal Selling Process. Stage One - Prospecting. Prospecting is all about finding prospects‚ or potential new customers. Prospects should be ’qualified‚ ’ which means that they need to be assessed to see if there is business potential‚ otherwise you could be wasting your time. In order to qualify your prospects‚ one needs to: Plan a sales approach focused upon the needs of the customer. Determine which products or services best meet their needs. In order to save time‚ rank the
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Shunsuke Nakamura Student ID# 13443422 Major: Communication Studies Interdepartmental Applying for the Professional Selling Specialization I have several reasons for applying for the Professional Selling Specialization. One of the biggest reasons is that I would like to work in the United States in the future. To work in the United States‚ I think I need to understand what American consumers want and need first. Then‚ I need to understand what people in the world want and need. This program can
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• | Role of Selling in Modern Business [Topic 1].Attributes of a successful sales person was the main thing that appealed to me within topic one. Self discipline‚ good communication skills‚ hunger for success‚ willingness to learn and passion are all attributes that I believe I have. Aligning these attributes with my own was important as it assured me that I was making the right decision in pursuing a career in professional sales.I have been involved with retail sales for the last seven years‚ including
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owns your body? Discussion of the sale of human organs is too often overshadowed by cases of mistreatment‚ murder‚ and corruption. Most people fail to acknowledge that such abuses stem directly from the legal bans on selling body parts. Those opposed to a market in organs argue that selling body parts not only threatens the quality of the organ supply but will inevitably exploit people forced by poverty to enter such a market. But the ethical issues about whether people should be allowed to sell parts
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wide open to exploitation. Therefore‚ my proposal is to find a way to stop these horrible things from happening to the potential and desperate sellers‚ by educating them‚ giving them other means that help both those who are seeking financial gain by selling‚ and those who desperately are seeking an organ to survive‚ and eliminating them from the black market organ brokers’ manipulation and exploitative grasp. It is respectfully understood that the World Health Organization (WHO) is strongly against
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Debate of Selling Kidneys In discussions of organ and kidney transplants‚ one controversial issue has been whether selling them is ethical and should be legal. Over the recent years‚ the demand for kidney transplants has increased so much that it has become greater than the supply (Taylor 634). On the one hand‚ opponents argue that is unethical to sell people’s body parts. On the other hand‚ proponents contend that individuals are in charge of their own body. This has led to the recent debate
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10 April 2004 Selling Drugs for Fun and Profit The War on Drugs is an unmitigated waste of time money and manpower. While the United States has increased the mandatory minimums‚ it has done nothing to stem the need for a good buzz. The only thing better than a blunt is a nice piece of chunky monkey all lubed up and ready to go. You can say that drug dealers are evil people‚ but in reality they are no more than just businessmen. They see a need and they fill it. Prostitutes and drug dealers
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Mediquip: “Science of Selling is in the Process” It has oft been thought that the science of selling is in the process. This mantra is precisely what failed the protagonist of the Mediquip case. As with any scientific method‚ success revolves around a defined process that‚ when correctly executed‚ achieves an optimal result. Kurt Thaldorf failed to formulate and follow the correct selling process and resulted in a loss of sale. The following examines Kurt’s failure and attempts to identify changes
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Cabin Crew—selling techniques Creating a positive image Creating a positive image is an important part of being in the airline industry. I have chosen to look at Virgin Atlantic. To create a positive image their staff must be smart and well presented at all times‚ which means having clean and ironed uniform that is worn to the specification outlined by the airline. This means all staff will look professional. They must also have hair that is tidy and groomed and minimal jewelry or tattoos on
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