SMG MK 323 Lecture 15: MK Note 15

• School: Boston University
• Department: Marketing
• Course: SMG MK 323
• Professor: Lorri Veidenheimer

Document Summary

Personal selling: a seller try to sell to one buyer or many buyers. Relationship selling: emphasize a commitment to maintain the relationship over a long term and investing in opportunities that are mutually beneficial to both parties. Step 1: generate and qualify leads: generate a list of potential customers (leads) and assess their potential (qualify). Salespeople who already have an established relationship with a customer will skip this step. Step 2: pre-approach: pre-research a firm"s (cid:894)a customer"s(cid:895) information to ensure what i am selling extends the qualification that customer required. Step 3: sales presentation and overcoming reservations: sales pitch. Step 4: close the sale: confirm with customer, obtain a commitment. Sales management: involves planning, direction, and control of the personal activities, including recruiting, selecting, training, motivating, compensating and evaluating as they apply to the sales force. Own (company) sales force: employees of the firm (service provider) to established product lines.