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Management (142)
MANA 298 (46)
Lecture

mana 1.docx

3 Pages
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Department
Management
Course Code
MANA 298
Professor
Fred Mc Gregor

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the many forms of personal selling a. order taking personal selling assumes many forms based on the amount of selling done and the amount of creativity required to perform the sales task. an order taker typically processes routine orders or reorders for products that were already sold by the company. b. order getting an order getter sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows-up on customer experience with a product or service. c. customer sales support personnel sales support personnel augment the selling effort of order getters by performing a variety of services. they do not sell products or services in a conventional sense. a. missionary salespeople do not strictly solicit orders but rather concentrate on performing promotional activities and introducing new products. b. sales engineers specialize in identifying, analyzing, and solving customer problems and bring technical expertise to the selling situation. c. team selling is the practice of using an entire team of professionals in selling to and servicing major customers. team selling takes different forms:  in conference selling, a salesperson and other company resource people meet with buyers to discuss problems and opportunities.  in seminar selling, a company team conducts an educational program for a customer's technical staff, describing state-of-the-art developments. the personal selling process: building relationships the personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, (6) follow-up. a prospecting the first stage in this process is prospecting, the search for and qualification of potential customers. there are three types of prospects: 1. a lead is the name of a person who may be a possible customer. 2. a prospect is a customer who wants or needs the product. 3. a qualified prospect is an individual who wants the product, can afford to buy it, and is the decision maker. cold canvassing is often used for generating leads and qualifying prospects. sometimes this practice is abused described in the supplemental lecture note. b. preapproach the preapproach stage involves obtaining further information on the prospect and deciding on the best method of approach. activities in this stage include finding information on who the prospect is, how the prospect prefers to be approached, and what the prospect is looking for in a product or service. c approach the approach stage involves the initial meeting between the salesperson and prospect where the objectives are to gain t
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