Elements of the Personal Selling Process No 2 salespersons use exactly the same sales method‚ but it is generally a seven step process: 1. Prospecting and Evaluating Seek names of prospects through sales records‚ referrals etc.‚ also responses to advertisements. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program)‚ willing and authorized to buy. Blind prospecting-rely on phone directory etc. 2. Preapproach (Preparing) Review key decision makers esp. for
Premium Sales
Cross-selling stands for being able to offer to the existing bank customers‚ some additional banking products‚ with a view to expand banking business‚ reduce the per customer cost of operations and provide more satisfaction and value to the customer. For instance‚ when a bank is in a position to sell to a deposit customer (say saving bank or term deposit)‚ a loan product such as housing loan‚ credit card‚ personal loan or vice-versa‚ this would result into additional business and lead to low per
Premium Debt Credit history Finance
SALES PRE-APPROACH The preapproach step includes all the information-gathering activities salespeople perform to learn relevant facts about the prospects‚ their needs‚ and their overall situation. Then‚ on the basis of this information‚ salespeople plan their sales presentations‚ selecting the most appropriate objective for each call. Customer Research The sales rep should learn everything possible about the prospective customer’s business—its size; its present purchasing practices; the location
Premium Sales Customer service Consultative selling
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
Premium Sales
areavailable in nearly 200 countries and generate sales at the retail level of more than $98 billion. Some of PepsiCo’s brand names are more than 100-years-old‚ but the corporation isrelatively young. PepsiCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay. PepsiCo offers product choices to meet a broad variety of needs and preference -- from fun-for-you items to product choices that contribute to healthier lifestyles. PepsiCo’s mission is: “To bethe world’s premier consumer “Products
Premium Pepsi Supply chain management
School of Business Economics and Management Course: Introduction to Marketing Team Project: Marketing Plan For Pepsi For 2013 Team Members: Tamara Popovska Shkurte Lamallari Milorad Stojanov Panche Damjanski Fall 2012 Contents 1 - EXECUTIVE SUMMARY 4 2 – SITUATION ANALYSIS 5 2.1 SWOT 6 2.1.1 STRENGTHS
Premium Marketing
Pepsi Refresh Project Nigel T Francois Contemporary Business Dr. Alicia Luna 6/1/2013 Social media marketing refers to the process of gaining website traffic or attention through social media sites. Social media marketing programs usually center on efforts to create content that attracts attention and encourages readers to share it with their social networks. A corporate message spreads from user to user and presumably resonates because it appears to come from a trusted‚ third-party source
Premium Twitter Marketing Advertising
IndiaFounder- Ravi Kant JaipuriaKey People- Ravi Kant Jaipuria (Chairperson & CEO)Products- Pizza Costa Coffee KFC Pepsi Diet Pepsi Mountain Dew Aquafina 7up Mirinda Slice TropicanaRevenue- 15 billion INRWebsite-
Premium Pepsi
Coca-Cola versus Pepsi-Cola: Competitive Strategies Coca-Cola (Coke) and Pepsi-Cola (Pepsi) have been the most popular soft drinks for many years‚ and has also been each other’s biggest competitor. Coke was created in 1885 by John Stith Pemberton‚ a pharmacist‚ and was initially made as a tonic (Smith‚ 2012). In the beginning‚ Coke had cocaine in it‚ which was to fight depression and also make consumers addicted to the drink. In 1904‚ the Food and Drug Administration eliminated the use of cocaine
Premium Coca-Cola Pepsi Cola
Pepsi [pic] ASK FOR MORE!! INTRODUCTION At the 20’s and 30’s in the 20 century‚ Coca-Cola was the absolute leader of soft drink market. Pepsi-Cola was just a new brand at that time. Pepsi-Cola was thought of just a copy of Coca-Cola and its flavor is similar to Coca-Cola. So the Coca-Cola did not take any importance for it. But later Pepsi-Cola developed fast and became the strongest competitor to the Coca-Cola and now Pepsi shared 40% of the market. It is a big threat
Premium Pepsi Cola Coca-Cola