COMM 166 Lecture 11: M7 - Personal Selling Marketing to Business
Document Summary
It it"s unique for you , unique products complex products. Smaller audience ; need to be explained 3 pitched. Interact with customers as problem solving discussions. What customers want , what do they need explain new products. Agree on price ; persuade customer represent the company. Small , bit important target audience to buy need to know options ; why it"s better. Face of the company ; positive experience = positive regard of company i discuss buying options. Need to be explained ; possible demonstrations ; more questions investment ; pays for better service too than others ; price point. How product can solve customer "s problems. Think about what benefits will appeal to him/her. Ask him/her questions that will start them imagining what it will be like to own/have your. What"s the most factor to them ? important product. Close the sale by getting him/her to ______________________________________. talk abort what it would be like.
