LMTSOM 12 Personal selling Managing Sales Force PRATEEK PARBHAKAR 501204032 Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12 Personal selling - Personal presentation by the firm’s sales force for the
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Index 1. The Organization: What it is and what itdoes 2. The Products and services marketed 3. The role of personal selling in the promotional mix 4. A description of the salesperson ’s job 5. The selling process SRCC TRADING DEPARTMENT 1: The Organization: what it is and what it does The Trading Department is the preferred supplier of Agricultural Chemicals‚ Fertilizer‚ Packhouse and General Farming Requisites in the Sundays river Valley. Mission: The Trading Department
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A-49 RAJAN A-50 RAVIJ 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
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Case study: Cost of quality in order entry department Precision Systems‚ Inc. Q. 2 Flow diagram of activities Q. 3: Internal failure 1. Incomplete information on purchase order 2. Transposition of prices on purchase order 5. Freight terms missing on purchase order 10. Customer number terminated on database 8. Credit approval missing 12. Part number mismatch on purchase order External failure on the order acknowledgement Q 4 * How to identify Internal and External Failures
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purchase. Deciders Tom Roberts is in charge of running the entire plant‚ therefore he makes the final decision on what equipment to buy and from which supplier. Controller Sue Wilson being the purchasing manager‚ controls the budget and where the money goes‚ therefore she is the controller. 1.2. Sue Wilson Sue’s primary needs are to find out what equipment is required from each individual for the machine‚ to find 3 bids for the product and to make the purchase
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brings you the average result not the specifics. 6) Marketing studies what experience customers expect when they buy or try a product‚ service or solution. That means reading their digital footprint and understanding their online chatter as much as it does focus group discussions. Marketing looks for new metrics about consumer clusters and grouping. Online groups are markets of the near future as more and more people cocoon themselves and shop less. 7) Marketing should not promote special prices and
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REDUCED RELATIVE CLAUSES Reduced relative clauses are participle clauses which follow a noun. They are like relative clauses‚ but with the relative pronoun and auxiliary verb (if there is one) left out. Because they modify nouns‚ (reduced) relative clauses are occasionally referred to as adjective clauses. Reduced relative clauses are used most often instead of defining relative clauses‚ which are what we’ll be mainly looking at. Reduced Relative Clauses You may remove the relative pronoun
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business environment‚ your low cost carrier (LCC) is in financial difficulty. As the CEO of this LCC‚ you however believe that if the airline manages to control the cost‚ your airline can survive. You therefore decide to reduce the operating expanse including the labour cost but you would avoid lay-offs. What cost reduction measures would you implement and why? In airline industry‚ the cost can break to two parts: fixed cost and variable cost. And there is very hard to cutting
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The Cost of liberty is less than the price of repression. W.E. Dubois‚ American Social Reformer and Political Activist (1868-1963) The day the war officially started on Iraq‚ thousands of people gathered at the Texas Capitol to protest the U.S. involvement in the war. That morning‚ as a government employee working at the Courthouse‚ I was notified via email of the impending protest. The email urged supervisors to let "non-essential personnel" leave early so that they could avoid the turmoil that
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DISCUSS THE FACTORS WHICH THE COURT TAKES INTO ACCOUNT WHEN DECIDING THE ORDER OF PROPERTY SETTLEMENT BETWEEN THE DIVORCED PARTIES. DISCUSS ALSO THE FACTORS WHICH THE COURT CONSIDERS IN MAKING A CUSTODY ORDER AUTHOR: KATALILO JOY INTRODUCTION This paper will discuss factors considered by the courts when making an order of property settlement and child custody between divorced parties. These matters are covered in the Matrimonial Causes Act of 2007 (MCA 07). The courts are guided
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