COMMERCE 2MA3 Lecture Notes - National Do Not Call List, Sales, Personal Selling

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Document Summary

Personal selling interpersonal influence process involving a seller"s promotional presentation conducted on a person to person basis with the buyer. Sales people are problem solvers who focus on satisfying customers" needs before, during and after the sale. Personal selling is a vital, vibrant and dynamic process. Over-the-counter selling: personal selling conducted in retail and some wholesale locations in which customers come to the seller"s place of business. Random-digit dialing: allows to reach unlisted numbers and lock caller ids. Average call cost is low: inbound telemarketing sales method in which prospects call a seller to obtain information, make reservations and purchase goods and services. Inside selling: selling by phone, mail and electronic commerce, turn opportunities into actual sales, support technicians and purchases with current solutions, combining field selling fees to inbound and outbound telemarketing. Relationship selling: building mutually beneficial relationships with customers through regular contact over specific time period.

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