ADMS 2200 Chapter Notes - Chapter 15: Impulse Purchase, National Accounts, Job Security

• School: York University
• Department: Administrative Studies
• Course: ADMS 2200
• Professor: Jean Adams

Document Summary

I(cid:374)te(cid:396)pe(cid:396)so(cid:374)al i(cid:374)flue(cid:374)(cid:272)e p(cid:396)o(cid:272)ess i(cid:374)(cid:448)ol(cid:448)i(cid:374)g selle(cid:396)"s p(cid:396)o(cid:373)otio(cid:374)al presentation conducted on person-to-person basis with buyer. Evolution of personal selling: selling = activity thousands of years old. Vital to economic growth: salespeople a(cid:396)e p(cid:396)o(cid:271)le(cid:373) sol(cid:448)e(cid:396)s (cid:449)ho fo(cid:272)us o(cid:374) satisf(cid:455)i(cid:374)g (cid:272)o(cid:374)su(cid:373)e(cid:396)"s (cid:374)eed. Before, during, and after the sale: personal selling is a. 437: relationship marketing affects all aspects of org. marketing function. Co(cid:374)su(cid:373)e(cid:396)s (cid:272)o(cid:373)e to selle(cid:396)"s pla(cid:272)e of (cid:271)usi(cid:374)ess: field selling. Sales presentations made at p(cid:396)ospe(cid:272)ti(cid:448)e (cid:272)o(cid:374)su(cid:373)e(cid:396)"s lo(cid:272)atio(cid:374) o(cid:374) fa(cid:272)e-to- face basis. Expensive form of selling , due to travel expenses: replaced with conference calls. For complex orders: salesperson prepares for weeks, make presentations, and. Personal selling that relies on lists of family members and friends of salesperson: who organizes a gathering of potential consumers for demonstration of products, telemarketing. Sales method in which sales personnel place phone calls to prospects and try to conclude the sale over the phone: reduces cost of personal visits to consumers. Technologies used: predictive dialers, autodialling, random-digit dialing.