COMM 296 Lecture Notes - Lecture 27: Promotional Mix, Product Placement, Sales Promotion
Document Summary
Prospecting and qualifying generate list of potential customers(leads) and save time and simplify buying build relationship assess their potential (quality) trade shows, cold calls(telephone or go to see the potential customers without appointment), telemarketing. Handling reservations, an integral part of the sales presentation is handling or objections the buyer might have about the product service. Reliability, deliver the right product or service on time. Responsiveness: the salesperson and support group must be ready to deal. Sales presentation and handling reservations / objections reservation: closing the sale means obtaining a commitment from the customer to make a purchase, follow up quickly with the sales promotions types. Coupons, a discount on the price of specific items, issued by manufacturers and. Assurance: customers must be assured through adequate guarantees that their. Empathy: the salespeople and support group must have a good understanding of problems and issues faced by their customers retailers.
