MKT 504 Lecture Notes - Customer Relationship Management
8 Jan 2014
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Document Summary
Sales force people can"t really say that their competitors are more superior. It"s a non-controllable factor referred to as whining could be the lack of ability to differentiate. 2. nothing going to win with the buyers expense (win:win) 3. being congruent means that the tone of voice, your actions is all consistent: reds (four different communication styles (responsive, emotive, directive, supportive) Credible info has to be believable and correct. 6-4: stop acting like a seller and thinking like a buyer! (buyer wants to be helped but not sold this is the name of the book) Clients usually want a salesperson to be local. How does the product create value for the client. Ability to deliver what they"re supposed to perform. The quantified benefit you"re going to estimate how good your solution will be. If the numbers aren"t available just make it up. Big company"s use percentages smaller companies uses dollar"s and cents.
