BUS 346 Chapter Notes - Chapter 19: Customer Relationship Management, Sales Management, Cold Calling
Document Summary
Lo 1: describe the value added of personal selling telephone, internet a seller, designed to influence the buyer"s purchase decision. Personal selling is the two-way flow of communication between a buyer or buyers and. Can take place in various situations such as face-to-face, video teleconferencing, Independent lifestyle/work your own hours until reach desired sales. Relationship selling refers to a sales philosophy that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties. Lo 2: define the steps in the personal selling process. Step 1: generate and qualify leads potential (qualify) shows, industry conferences, or chamber of commerce meetings. The first step is to generate a list of potential customers (leads) and assess their. May find leads talking to current customers, over the internet, networking at trade. Salespeople curate blogs to draw in customers and generate leads, a process.
