MKT 3427 Lecture Notes - Lecture 5: Sales, Knowledge Worker, Petrochemical Industry
Document Summary
Personal selling- person to person communications with a prospect: process of, developing relationships, discovering needs, matching products with needs, communicating benefits, process that adds value. Information economy (1960-2020: major advances occur in information technology, strategic resource is information, business is defined by customer relationships, sales success depends on adding value. Test question: what happened in 1960s? information age. Information age: four major developments, major advances: information technology and electronic commerce; social media, strategic resource is information, business defined by customer relationships, sales process depends on adding value. Considerations: future in personal selling: wide range of employment opportunities, wide range of tasks= need a variety of skills, freedom to manage time and activities. Inside sales people- sits at desk for organization that they work at. Selling through channels: salespeople selling to consumers = b2c or business- to- consumer sales, direct selling or through a retail channel, salespeople selling to businesses= b2b or business- to- business sales, b2b- higher in monetary value.
