MKT 340 Study Guide - Midterm Guide: Nonverbal Communication, Chris Doering, Hands Open
6 Sep 2016
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Unit 1: intro to personal selling, human perception. People tend to remember controversial or negative events: barriers. There is no homogeneous way to reach all the personal sellers. There are few barriers to entry the sales area. Its easier to become a good seller than a good attorney or doctor. Everyone can sell: can it be changed: Slow process to change . it would take generations. Selling and sales people: why learn, people never change their minds. They make a new decision based on new info: role of markets and communication. Sellers are conducts between the company and clients: the role that plays in the marketing mix. 5 ways to promote yourselves: personal selling, advertising (inform, remind, does not persuade) Order takers vs order makers (act like small business) Field ( go to clients) vs inside (clients go to them) Consumer (end consumer) vs business (sell to reseller: characteristics of a successful salespeople.
