Mar 3023 Lecture Notes - Lecture 12: Customer Relationship Management, Presales, Sales Management
Document Summary
Chapter 12: personal selling: ditch the telemarketer. Rui(cid:374) a tele(cid:373)arketer"s pit(cid:272)h: personal selling a two-way flow of communication. Businesses use people (the sales force) to sell the product by meeting face-to-face with the customer: strategic role of the sales force. Lifetime value: sales is the second-largest occupational category, career opportunities in sales. Professional selling and sales management financially rewarding. Appealing because of autonomy, rewards, and opportunity to interact with a variety of people. Delivery salespeople: consultative sellers, missionary salespeople, key-account sellers, sales management and support. Sales engineers the personal selling process: consists of seven stages, pre-sales call. Pre-approach, develop format for how you will make the call. Does(cid:374)"t (cid:373)ea(cid:374) a physi(cid:272)al (cid:272)all: sales call. Approach, actual contact, keep smiling, be positive. Gaining commitment, summary close, alternative close, assumptive close: post-sales call. Follow-up: marc wayshak"s 3 teps: connect, disqualify, unique presentations. Do(cid:374)"t waste ti(cid:373)e o(cid:374) people that you"re pretty sure wo(cid:374)"t (cid:271)uy.