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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Department
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MKT 504
Chapter 1: Overview of Personal Selling
The Sales Process -Overview:
Characteristics of Sales Careers
Occupational outlook
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Advancement opportunities
Successful salespeople display some of the key attributes
necessary for success in executive positions, including:
Good communication skills (including persuasive
communication)
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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
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Prestige
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Job variety & Independence
Professional selling is rarely the same from day-to-day
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The word “routine” doesn’t apply
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Usually, salespeople are accountable for attaining certain goals;
how they get there is up to them
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There is no “time-clock” and no taskmaster
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Compensation
Good salespeople usually earn an income well above the
national average
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Many salespeople earn six figure incomes (or higher)
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Income is most often tied directly to performance
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Classification of Personal Selling Jobs
Missionary salespeople
Work for manufacturer or broker
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“Spread the word” about product in order to convert sales
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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
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Other sales reps will call on pharmacies to buy the product
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Technical Support Salesperson
Assist in design, specs, training, etc.
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Team up with another sales rep who identifies the needs of
customer
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Pioneers
Involved with new products or new customers
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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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find more resources at oneclass.com