MAR 4942C Lecture Notes - Lecture 2: Personal Selling, Sales Process Engineering

41 views20 pages
Published on 27 Nov 2017
School
FIU
Department
Marketing
Course
MAR 4942C
Professor
Personal selling
An important part of marketing that relies heavily on interpersonal interactions between buyers and
sellers to initiate, develop, and enhance customer relationships
trust-based relationship selling
find more resources at oneclass.com
find more resources at oneclass.com
Unlock document

This preview shows pages 1-3 of the document.
Unlock all 20 pages and 3 million more documents.

Already have an account? Log in
a form of personal selling requiring that salespeople earn customer trust and that their selling strategy
meets customer needs and contributes to the creation, communication, and delivery of customer value.
customer value
the customer's perception of what they get for what they have to give up
ex) benefits from buying a product in exchange for money paid
find more resources at oneclass.com
find more resources at oneclass.com
Unlock document

This preview shows pages 1-3 of the document.
Unlock all 20 pages and 3 million more documents.

Already have an account? Log in
sales dialogue
Business conversations between buyers and sellers that occur as salespeople attempt to initiate,
develop, and enhance customer relationships.
Sales dialogue should be customer-focused and have a clear purpose.
find more resources at oneclass.com
find more resources at oneclass.com
Unlock document

This preview shows pages 1-3 of the document.
Unlock all 20 pages and 3 million more documents.

Already have an account? Log in

Get OneClass Grade+

Unlimited access to all notes and study guides.

YearlyMost Popular
75% OFF
$9.98/m
Monthly
$39.98/m
Single doc
$39.98

or

You will be charged $119.76 upfront and auto renewed at the end of each cycle. You may cancel anytime under Payment Settings. For more information, see our Terms and Privacy.
Payments are encrypted using 256-bit SSL. Powered by Stripe.