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Overview of Personal Selling

Customizing the Sales Approach An Expert's Viewpoint:. Lisa Gregg, Director of Sales Development for American Express had this to say about customizing the sales approach: ?Depending on the application, the card may have hundreds of different benefits. A supermarket manager has different needs tha

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Overview of Personal Selling

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Presentation Transcript

    1. Overview of Personal Selling Module One

    2. Customizing the Sales Approach An Expert’s Viewpoint:

    3. Customizing the Sales Approach An Expert’s Viewpoint:

    4. American Express: Customizing the Sales Approach

    5. Personal Selling – Defined

    6. Evolution of Personal Selling

    7. Evolution of Personal Selling

    8. Contributions of Personal Selling: Salespeople and Society Salespeople help stimulate the economy Salespeople help with the diffusion of innovation

    9. Contributions of Personal Selling: Salespeople and the Employing Firm Salespeople generate revenue Salespeople provide market research and customer feedback Salespeople become future leaders in the organization

    10. Contributions of Personal Selling: Salespeople and the Customer Salespeople provide solutions to problems Salespeople provide expertise and serve as information resources Salespeople serve as advocates for the customer when dealing with the selling organization

    11. Transaction-Focused vs. Relationship Focused Short term thinking Making the sale has priority over most other considerations Interaction between buyer and seller is competitive Salesperson is self-interest oriented Long term thinking Developing the relationship takes priority over getting the sale Interaction between buyer and seller is collaborative. Salesperson is customer-oriented

    12. Classification of Personal Selling Approaches Stimulus Response Selling Mental States Selling Need Satisfaction Selling Problem Solving Selling

    13. Stimulus Response Selling

    14. Mental States Selling

    15. Need Satisfaction Selling

    16. Problem Solving Selling

    17. Consultative Selling

    18. The Sales Process: An Overview

    19. The Sales Process: Selling Foundations

    20. The Sales Process: Selling Strategy

    21. The Sales Process

    22. The Sales Process

    23. The Sales Process

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