MAR4400 Chapter Notes - Chapter 1: Personal Selling, Active Listening, Normative Social Influence
Document Summary
Relationship focused: transaction-focused, short term thinking, make the sale has priority over most other considerations, salesperson is self-interest oriented. Interaction between buyer and seller is competitive: relationship-focused. Long term thinking: developing the relationship takes priority over getting the sale, sales person is customer-oriented. Interact with buyer to determine existing needs; present solution to needs; solutions limited to seller"s products: problem solving selling, define problem > generate alternative solutions > evaluate alternative. In order to be successful in today"s global business environment, salespeople must have a solid relationship building foundation. They must: be trustworthy, behave ethically, understand buyer behavior, process excellent communications skills, the sales process: selling strategy. Optimistic, perseveres, willing to be different: emotionally intelligent sales professional, defining high eq traits, empathetic: modesty, humility, adaptability, sociability, trustworthy: don"t rush, dress, language, punctuality, mental and physical organization, industry expertise, follow through, ethics.
