Marketing : 2.03. FOUNDATIONAL KNOWLEDGE OF SELLING. Federal Laws. Sherman Antitrust Act: prohibits business activities deemed anti-competitive Clayton Antitrust Act: specified particular anti-competitive practices and enforcement
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FOUNDATIONAL KNOWLEDGE OF SELLING
Sherman Antitrust Act: prohibits business activities deemed anti-competitive
Clayton Antitrust Act: specified particular anti-competitive practices and enforcement
Robinson-PatmanAct: prevents price discrimination (requires same price to customers at same level of trade)
Selling policies standardize sales.
Ensures that the company and the customers understand how products are sold.
Protects the company, legally.
Enforce with reasonable firmness
Proves that all customers are treated the same way
Increases efficiency of the sales people.
City, county, state and/or Federal regulations.
Changes in customer expectations.
Changes in costs of producing the products.
Changes in goals.
The distribution channel might require specific policies in exchange for using that channel (e-Bay for example).
Policies cover specific circumstances, so some situations will not fit the current policies.
Misinterpretation by a salesperson.
Some customers will ask for exceptions to policies in exchange for increased business or because of a history with your company.
Follow up with customer
Ensure products are satisfactory
Chance to sell additional items/services
Procedures for dealing with customers/co-workers/bosses
Shows value of company property