SMG MK 323 Study Guide - Final Guide: Personal Selling
14 Jun 2019
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Document Summary
Pricing tactics aimed at consumers: hidden price increase, box looks like deeper, price the same, but you got 3 servings instead of 4, business pricing tactics and discounts. Legal aspects and ethics of pricing: deceptive or illegal price advertisement. Overview of sales tasks & functions: values added by personal selling. Salespeople build relationships: relationship selling: sales philosophy and process that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties. Sales management involves: planning, direction, and control of the personal activities, including recruiting, selecting, training, motivating, compensating and evaluation as they apply to the sales force. Personal selling involves: a two-way flow of communication between a buyer and seller, designed to influence a person"s or group"s purchase decision.
