MKT 504 Study Guide - Winter 2019, Comprehensive Final Exam Notes - Amplitude Modulation, Sales, Internet

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Published on 1 Apr 2019
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MKT 504
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Chapter 1: Overview of Personal Selling
The Sales Process -Overview:
Characteristics of Sales Careers
Occupational outlook
-
Advancement opportunities
Successful salespeople display some of the key attributes
necessary for success in executive positions, including:
Good communication skills (including persuasive
communication)
§
Self-confidence
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Motivation
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Determination
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Sound judgment
§
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Immediate feedback
Constant feedback on a salesperson’s job performance comes
from:
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Week 1 -Chapter 1
Friday, January 11, 2019
2:22 PM
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from:
Analysis of results
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Sales managers
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Customers
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Immediate feedback from customers is beneficial because it
allows the salesperson to adjust the message as needed during
the communication proc
Prestige
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Job variety & Independence
Professional selling is rarely the same from day-to-day
The word “routine” doesn’t apply
Usually, salespeople are accountable for attaining certain goals;
how they get there is up to them
There is no “time-clock” and no taskmaster
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Compensation
Good salespeople usually earn an income well above the
national average
Many salespeople earn six figure incomes (or higher)
Income is most often tied directly to performance
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Classification of Personal Selling Jobs
Missionary salespeople
Work for manufacturer or broker
“Spread the word” about product in order to convert sales
Once converted, customer will receive information from
missionary sales rep, in hope of strengthening the relationship
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Detailer
Pharmaceuticals: Furnish the information to physicians
Other sales reps will call on pharmacies to buy the product
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Technical Support Salesperson
Assist in design, specs, training, etc.
Team up with another sales rep who identifies the needs of
customer
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Pioneers
Involved with new products or new customers
They are specialized in creative selling and the ability to counter
a resistance for change from customer
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Order-getters (hunters)
Serve existing customers on an ongoing basis
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