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16  personal selling
16  personal selling
16  personal selling
16  personal selling
16  personal selling
16  personal selling
16  personal selling
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16 personal selling

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Published in: Business, Career
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  • 1. Personnel Selling“Everybody lives by selling something.” Robert Louis StevensonCareers in Sales High demand but not a career for everybody, but, good experience early in any career… Negative perceptions $…$…$
  • 2. Personnel SellingSelling Process Prospecting Qualifying Approaching Presenting/Demonstration Handling Objections and Questions Closing Follow-up
  • 3. Personal SellingSales force activities Cultivating new clients Communication Selling Servicing Information gathering Allocating scarce resources
  • 4. Personnel SellingObjectives Units or $ sold Market share by territory Target profit per sale Maximize sales per $ cost Maximize number of sales calls per period …but these mostly conflict…?
  • 5. Personnel SellingSalary versus Commission control…incentive security…fairness simplicity…flexibility
  • 6. Personnel Selling4 E’s Energy for long hours Enthusiasm for job, product Empathy for customer Ego, victory, desire to win
  • 7. Blowing in the Wind VideoAnnoying Sales Promotion Works

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