MKT 504 Lecture 1: MKT 504 W 1
Document Summary
Relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships. Time period when the first door to door sales person. Time period when there was an increased number of sales people because of intercity and international trade flourishing. Time period when personal selling started to develop in north america and became a well established business practice. It became more structured with the development of the canned sales response system. Time period when due to low sales volume, sales people needed to be aggressive to increase revenue. They became important employees and firms began to realize the benefits of research based integrated marketing systems. The ability of salespeople to alter their sales messages and behaviours during a sales presentation or as they encounter different sales situations and different customers. Approach to selling where the key idea is that various stimuli can elicit predictable responses from customers.
