MKTG 301 Chapter Notes - Chapter 13: Motivation, Frequent-Flyer Program
Document Summary
Prospecting and qualifying: who you want to approach/identification of qualified potential customers; use directories,cold calling,etc. Preapproach: learn as much as possible about prospective customer before making sales call; decide on best approach: approach: meet customer for first time; involves appearance, opening lines, and follow-up remarks; listening is crucial. Follow-up: follow-up after sale to ensure customer satisfaction and repeat business: key talents of successful salespeople: Ability to build relationships with customers: sales force structures: Territorial: salesperson is assigned exclusive geographic area where they sell the company"s full line of products. Product: salesperson specializes in selling only one portion of company"s products or lines: customer (market): salesperson specializes in selling only to certain customers or industries, outside (field) vs. Inside: salesperson travels to get customers in the field vs. conducts business from their office or from visits from buyers: complex: combination of any of these, sales force evaluation: Salespeople are good at: sales and contact reports.
