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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Ayenuro Samuel T. Date of Birth: 23 Feb‚ 1988 Sex: Male rd 25‚ Ade-Ibrahim Street Shasha‚ Akowonjo Lagos 08073140729 ayenuroosamuel@yahoo.com Objective To strive for excellence and precision at all times‚ in all positions and circumstances attaining professional distinction and proficiency‚ while being involved in a highly challenging work environment where good customer relations‚ skills‚ honesty‚ initiative and drive are appreciated. Qualification description University of Lagos B
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Question 1 Personal Selling Process My personal selling process consists of the following nine steps: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meeting objections 8. The Close 9. Follow up and Service Step 1: Prospecting Prospecting‚ involves the Money‚ Authority‚ Desire (M.A.D) approach. Firstly I analysed my prospective clients to ensure that they had the money‚ authority and desire to purchase the products I was selling. Upon analysis I
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B. Deliverables Students must submit all materials supporting their coursework listed in the deliverable section. The coursework must be done INDIVIDUALLY and must be entirely your own work. Please make sure that you are aware of the rules concerning plagiarism. If you are unclear about them‚ please consult your program coordinator/lecturer. The coursework should exhibit formal research skills i.e. with a table of content‚ proper citations‚ references‚ and appendixes. The coursework
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Name Your Price: Compensation Negotiation at Whole Health This case study is about a student Monroe davies who is in his second year at Harvard Business school and Jim Hummer who is the CEO of a company named Whole Health Management. Jim has met Monroe before and knows that Monore is interested in entering the whole health management. Jim has asked Monroe to design a compensation package for himself as Director Business Operations because Jim wanted to assess how Monroe reacts when faced by
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Personal selling occurs where an individual salesperson sells a product‚ service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today‚ personal selling involves the development of longstanding client relationships. In comparison to other marketing communications tools such as advertising‚ personal selling tends to: • Use fewer resources‚ pricing is often negotiated. • Products tend to be fairly complex (e.g. financial services or new
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such as banks deals in short term loan in different forms such as treasury bills and commercial bills. Short term loan means the duration of maturity is of one year or less than that. We need to be clear that equity instrument i.e common or preferred stocks both are not traded in money market. Similarly‚ we need to keep one thing in mind that money market is a intangible market where we deal over the phone or company‚ we just don’t enter the building of a company. Likewise‚ Capital market refers to
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the terms of reference‚ the Committee needed to review and make recommendations on the following issues: a. Ownership structure of stock exchanges and clearing corporations b. Board composition of stock exchanges and clearing corporations c. Listing and governance of stock exchanges and clearing corporations d. Balance between regulatory and business functions of stock exchanges and clearing corporations‚ with
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List of Research Papers / Articles Published Srl No. Research Paper / Article Published Research Papers Published Financial Statements : Informational Approach‚ Indian Journal of Accounting - The Journal of Indian 1 Accounting Association‚ Vo. VI (June & December 1976) pp. 29-48 Depreciation Accounting - A probabilistic Approach‚ The Chartered Accountant - The Journal of Institute 2 of Chartered Accountants of India‚ Vol. XXVI (January 1978) pp 339-43 Accounting Education and Professional Accountant
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TOPIC: ADMINISTERED PRICES AND OPEN MARKET PRICES: ANALYSE WITH THE HELP OF CONSUMER BEHAVIOUR. SUBMITTED TO: MR.MANDEEP SINGH SUBMITTED BY: SABA MASOD ROLL NO: B43 Sec :-sm1001 Index 1.Introduction 2. Review of literature 3. Administered price and consumer behaviour. 4. Open market price and consumer behaviour.
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