MKT 504 Final: MKT504 - Review - Chapter 6

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

It also provides a recommended solution, which is supported with illustrations and evidence. Seller profile: contains information that the customer wants to know about the selling company: pricing and sales agreement: presents pricing information and delivery options. Suggested action and timetable: may include a contract, order form, or instructions on whom to call to place an order. It also includes a timetable with a schedule of key implementation events. Customer-focused sales dialogue planning: throughout the process, the selling strategy must focus on customer needs and how the customer defines value. Sales dialogue template: a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect. Customer value proposition: a statement of how the sales offering will add value to the prospect"s business by meeting a need or providing an opportunity, a customer value proposition should, be simple, so it provides clear direction.