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Lecture

MKT 504 Ch 14

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Department
Marketing
Course
MKT 504
Professor
Harvey Mc Phaden
Semester
Summer

Description
Chapter 14­ July 4  2013 Why is this the single most step so important Because this is the step where all your hard work pays off and you know where you stand  with your customers Why are salespeople pushy and manipulative?  Shows they are desperate  Compensation is all commission based  Not about building relationships  Slide 14­2 Why might salespeople's be reluctant to pop a question They don’t know where they are standing, don’t have a clue where they stand, doesn’t  say much about what they’ve done Fear of rejection (starts at the very beginningà having to approach a customer, asking for  commitment) Slide 14­3 ­these words let you get feedback Don’t pull out a contract when the customer doesn’t know its coming ­> use the word contract carefully ­works you could use instead of close ­confirmation ­commit ­collaboration ­contract ­complete ­collude ­cash/change ­continue ­community ­conclude ­culminate  ­closure Slide 14­5 Why might some salespeople be reluctant? ­Because they made a decision ­Hiring manager looks at you as an unproven resource Slide 14­7 Closing Qà something you can tell about the customer that you lost the customer and they  haven’t been paying attention, have to be dialling to make sure they’re on track and  they’re focused…by asking questions Slide 14­8 Serious of steps that you have to take to close For an incremental close what would you do? ­clarify, can break down the conversation and  make sure you summarize and ask them  and if they say yes then continue on to the next part and repeat…that’s closing  incrementally Slide 14­9 ­if you don’t have confidence if what you recommend then they won’t have confidence in  you Slide 14­10 ­asking for feedback constantly an
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