MKT 340 Lecture Notes - Lecture 6: Eye Contact, Inflection, Sales Management
23 Feb 2017
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Sell (ads are to inform and remind, salespeople persuade to buy), service (the more valuable the item, more the salespeople are needed), provide information: in two directions- to customers and to company: types of sales jobs, new vs. Case: tom winger took over territory of previous sales rep at kids wear who had died and discovered he used to bribe largest buyer with a bonus and buyer was expecting same from. Tom; if prior salesperson bribed doesn"t mean he should; Videos: pattison, prospect- salesperson knocking over pencils looking for info to offer best deal. Dump inventory to sell videogame- manager wanted salesperson to lie about new videogame coming out to sell the inventory of the current one. Couple eating hot dogs- girl works at newspaper and doesn"t want to sell ad space to fur company, husband incentivizes her to: buying behavior and the buying process.
