training for them to understand the code of ethics as they may not know how to follow the ethical standard in some situation. In the training lessons‚ they will face some ethical dilemma‚ this gives them a guideline to handle it when they face in the selling process. Besides that‚ sales managers must ensure that their salespeople are aware of their legal responsibilities. They must provide
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Personal Selling MULTIPLE CHOICE 1. The part of marketing that relies heavily on 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
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PLANNING AND STRATEGIC MANAGEMENT Basic strategies used to respond to uncertainty Hup Seng is a defender in responding to uncertainty. Hup Seng can be described as a market-leader in crackers as they are experts at producing and selling biscuit Hup Seng is quite active to produce new product for market. Other than crackers‚ Hup Seng also sells sweetened and unsweetened biscuits‚ other assorted biscuits and coffee products through its subsidiary‚ In-Comix. They also sell “Ong San Yong” Chinese
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Company Selling/Customer Service Jardine Cycle & Carriage was a leading distributor of motor vehicles in Singapore. So successful had its efforts been in developing the market for its flagship brand of Mercedes Benz cars that parallel importers entered the market to compete for a slice of the pie. C&C had tried to counter the parallel importers through various means such as negative advertising‚ withdrawal of warranty services and discrimination against Mercedes that were not purchased from the
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RELATIONSHIP MARKETING PLANNING THE SALES CALL IS A MUST! • Strategic customer sales planning – the pre-approach High performing salespeople can be strategic problem-solvers for their customers. Strategic refers to programs‚ goals‚ and problems of great importance to customers. Top salespeople who are effective strategic problem solvers have the skills and knowledge to be able to: Uncover and understand the customer’s strategic needs by gaining an in-depth knowledge of the customer’s
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informing and advising customers or potential members‚ about their product/service with the primary goal of generating sales. The sales consultants at David Lloyd must interview and analyze the client accurately in order to generate successful selling of products or services. This means that as a sales consultant to need to have the ability to adjust the product/service of David Lloyd to fit the customers exact needs‚ desires and expectations‚ with the aim to sell. David Lloyds primary aim is
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There for we cannot under estimate personal selling method and this is where employee actively engaging with‚ there for we must more considers about the importance of personal selling. I would like to point out the Advantages & disadvantages of Personal Selling. Advantages • Since this is a two way form of communication‚ Sales person can do adjustments to questions or concerns • Instructiveness effect
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understanding the win-win philosophy? 0 True 0 False 3) In the strategic/consultative selling model‚ developing a relationship strategy includes the following recommendations: adopt the marketing concept‚ project a professional image‚ and maintain high ethical standards? 0 True 0 False 4) An empathizer is someone who understands the ways humans interacts? 0 True 0 False 5) Transactional selling is a strategically developed‚ high-quality‚ long-term relationship that focuses on solving
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select the channels through which the goods are to be distributed‚ trains the salesmen in a knowledge of the goods and in methods of selling them‚ Supervises and directs the sales activities of the men out in the field. Sales men are responsible for persuading the consumer to purchase the end product‚ manufactured through marketing’s research. The Sales Departments selling strategy could involve mail shots‚ travelling sales representatives‚ telephone sales and devising the sales interview. Name and
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to sell their inventory as quickly as possible. The faster inventory sells‚ the sooner cash comes in. Inventory turnover‚ measures the number of times a company sells its average level of inventory during a year. A fast turnover indicates ease in selling inventory; a low turnover indicates difficulty. A value of 6 means that the company’s average level of inventory has been sold six times during the year‚ and that’s usually better than a turnover of three times. But too high a value can mean that
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