MKT 340 Lecture Notes - Lecture 2: Independent Contractor, Unit, 40 Minutes

• School: University of Miami
• Department: Marketing
• Course: MKT 340
• Professor: Scharf Ian

Document Summary

Rule of 80/20 = during a sales meeting 80% of the talking should be done by the prospect and 20% by the salesperson. Salespeople are torn in 3 different directions/entities simultaneously: 1. Relationships with customers: deception if you want a long term relationship with anyone you must not deceive them. Never prejudge anything/anyone because you don"t know where your next sale will come fro: confidential information people feel comfortable talking to good listeners (sometimes ever strangers more than friends) Your career will die if you get a reputation for breaking confidence: backdoor selling it is unethical once you establish a relationship within a company to get around that relationship. Relationships within the company: forging expense accounts lying about how much money you spent in order to get reimbursed more than you spent. You don"t want to bring negative energy into a new/good situation. If you"re bullshiting its really bad: if you"re in an employer-employee relationship your clients are.