MARK 3337 Study Guide - Midterm Guide: Jerry Maguire, Uniform Commercial Code, Business Ethics
10 Oct 2015
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Document Summary
Personal selling; involves person-to-person communication with a prospect. It is a process of developing relationships; discovering customers needs; matching appropriate products with these needs; and communicating benefits through informing, reminding and persuading. Evolution of sales in of age of information: america used to be an industrial economy, and 50 years ago began changing into an information economy. A shift from industrial activity to an emphasis on information processing occurred. Four major developments that shaped the information economy o. Major advances in information technology and e-commerce. Now we rely heavily on communication prospective customers over social media, email etc. (selling 2. 0), instead of using to crunch numbers like before. It also speeds process, since internet allows for instant access. Advances in technology have allowed for increased speed at which we gather, process and disseminate information. Now we have too much data instead of too little, and salespeople help us see what"s necessary and what"s not.
