MKTG 341 Lecture Notes - Lecture 17: Takers, Sales Process Engineering, Product Demonstration
20 Dec 2014
School
Department
Course
Professor
Document Summary
Customize the message for a specific buyer. 1 order getter : identify consumers and attempts to persuade customers. 2 order taker: process routine orders and pre-orders for customers. 3 outside order taker: visiting customer, replenishing stock; existing customer salesperson does not have to persuade customer. 1 prospecting: search for and qualification of potential customers. Can get customers from cold calls, current customers, internet. 2 prospect: wants or needs a product aka (warm call) 3 qualified prospects: want the product and can afford the product and decision maker. 3 approach: make appointment and engage with consumer. * build the foundation for the presentation and the relationship. 1 stimulus response presentation: give the appropriate stimulus, the consumer will buy. 2 formula selling presentations: aka canned presentation ; memorized presentation; treat everyone the same, read from a script. 3 need satisfaction presentation: figure out customer"s needs; can tailor presentation to their needs. * can be very beneficial; can get consumers talking.
