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Textbook Notes for Roy Morley

RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 10: Factor Analysis, Salesforce.Com, Sage Group

OC7778184 Page
14 Nov 2016
11
Chapter 10 adding value: self-leadership and teamwork. Self-leadership a critical requirement for success in any career; has been described as doing th
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 1: Personal Selling, Great Depression, Interpersonal Communication

OC7778183 Page
15 Sep 2016
16
A successful salesperson is a better listener than a talker and is interested in long term relationships rather than short term sales techniques. Perso
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter 3: Understanding Buyers

OC7778183 Page
22 Sep 2016
15
Close buyer-seller relationships the smaller customer base and increased usage of scm, has resulted in buyers and sellers becoming interdependent. Phas
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RYERSONMKT 504Roy MorleyWinter

MKT504 Chapter 1: MKT 504 - Chapter 1

OC6481943 Page
22 Oct 2015
57
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 4: Active Listening, Adapt

OC7778184 Page
22 Sep 2016
16
This chapter addresses the need to better understand and master the art of collaborative, two- way communication. Trust-based communication talking wit
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 2: Uptodate, Bid Rigging, Predatory Pricing

OC11490003 Page
18 Sep 2016
14
Trust the extent of the buyer"s confidence that he or she can rely on the salespersons integrity. Competitors knowledge knowledge about their strengths
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 5: Cold Calling, Lead Generation, Sales Process Engineering

OC7778182 Page
28 Sep 2016
21
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 2: Price Discrimination, Predatory Pricing, Internal Revenue Service

OC646016 Page
15 May 2015
85
Trust: the extent of the buyer"s confidence that he or she can rely on the salesperson"s integrity. Buyers describe trust with the following terms: ope
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 2: Price Fixing, Predatory Pricing, Bid Rigging

OC7778182 Page
15 Sep 2016
14
Chapter 2 building trust and sales ethics. The extent of the buyers" confidence in the salesperson"s integrity is known as trust. Buyers define trust w
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 7: Eye Contact

OC646013 Page
15 May 2015
54
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter Notes - Chapter 1: Personal Selling

OC11490002 Page
9 Sep 2016
18
Personal selling interpersonal interactions to initiate a sale or develop a relationship with the customer high amount of contact with customer (before
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RYERSONMKT 504Roy MorleyFall

MKT 504 Chapter 9: Expanding Customer Relationships

OC7778182 Page
12 Nov 2016
11
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