MKG 300 Chapter Notes - Chapter 14: The Incentive, Sales Territory, National Do Not Call Registry
13 Sep 2016
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Absolutely essential in the promotion blends of some firms. Often a company"s largest single operating expense. Good salespeople try to help the customer buy by understanding the customer"s needs and presenting the advantages and disadvantages of their products. Salesperson is often a representative of the whole company. Others titles for salespeople are account representative, field manager, sales consultant, market specialist, or sales engineer. Basic sales tasks are order-getting, order-taking, and supporting. One person may do all three tasks in some situations. Order getters are concerned with establishing relationships with new customers and developing new business. Order-getting means seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. Locate new prospects, open new accounts, see new opportunities, help establish and build channel relationships. Cater to the interest of top customers who are more interested in ways to save or make more money (solutions selling) p. 362. Order getters are helpful for selling heterogeneous shopping products.
