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
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convey the desired content. Of the ten training methods discussed below‚ five are group methods‚ four are individual methods‚ and one can be either. Lecturing‚ role playing‚ case discussion‚ impromptu discussion‚ and gaming are group methods. The personal conference‚ on-the job training‚ programmed learning‚ and correspondence course are individual methods. The demonstration is either a group or an individual method‚ depending on whether the audience is a group or an individual. The Lesson This
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Personal selling is said to be a cost it has a narrow audience and an organization can survive without it. (Discuss) According to Pride‚W and Ferrell O‚ Personal selling can been defined as a process of informing customers and persuading them to purchase product through personal communication in an exchange situation. Personal selling is the process of person to person communication between a sales person and a prospective customer in which the sales person learns about the prospect needs and
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aim of this ICA is to enable you to put in practice all the techniques and concepts we have covered in this module. You will engage in a role play exercise with a potential “customer” of your product/service offerings. Q2 *How do we need to do first*? First‚ you need to form yourselves into group of 5. Select someone in your team to be the team leader. Inform your tutor who is in your team. Q3 What exactly are we selling? You will represent one of the many hotels in Singapore. As
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the product mix contributes to sales and profit (ref. 1.1‚ 1.2) b) An assessment on how market segmentation contribute to maximise sales (ref. 1.3) Task B Research report describing the external sales development techniques Carry out an individual research into external sales techniques using the same hotel you selected for task A and produce a written report of your findings which should include: a) A discussion about the factors affecting buyer behaviour (ref. 2.1) b) An assessment of the advertising
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Sales Force Management Proper training for a sales force is vital to the success of the individual as well as the team. According to Spiro‚ Stanton‚ and Rick‚ “The salesperson’s product knowledge‚ understanding of customer needs‚ and selling skills are directly related to the amount of training he or she receives” (2004‚ p. 190). This paper will discuss such instances encountered by Imaginative Staffing‚ Inc.‚ summarize the case study presented in Management of a Sales Force‚ and answer questions
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evaluate employees’ cross selling skills‚ so that the company can start training employees at the appropriate level. Once the employees are properly trained‚ the bank can set company sales goals and have confidence that the employees will have tools and training they need to meet the goals. To gauge the sales ratio and obtain a snapshot of each employee’s cross selling skills‚ the bank generates a sales report. This report would reflect employee average cross selling and his or her cross sell
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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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market 4 5. Sales strategies 5 6. Customer visits 6 7. Gaining trust 7 8. Exceeding customer expectations 8 9. Conclusion 8 10. Exam case 9 1.Introduction The aim of this report is to analyze the sales techniques of Ursus Breweries. Within this report Ursus Breweries will be mentioned as Ursus. The report will start with a portfolio presentation of International and Romanian brands within Ursus‚ and will continue with sales methods that the company uses
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Audience Analysis Paper Does the thought of putting together a quarterly sales presentation to stakeholders give you nightmares? Well‚ a sales presentation doesn’t have to be that way! Developing quarterly sales presentations requires analysis and research of one’s audience. In particular‚ a recipe for good a sales presentation would start by identifying the characteristics of each audience‚ choosing the appropriate communication channel for each audience‚ addressing extraordinary elements
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