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Personal Selling

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Personal Selling

Personal Selling

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Transcript

  • 1. Chapter 20 Personal Selling
  • 2. Personal Selling Defined Direct face-to-face communication between sellers and potential buyers.
  • 3. Emphasis Should be on Long-Term Relationship Building
  • 4. Forms of Personal Selling
    • Order taker
    • Order getter
    • Sales support personnel
  • 5. Personal Selling Process
    • Prospecting
    • Planning the sales call (preapproach)
    • Presenting
    • Handling Objections
    • Closing
    • Follow-up
  • 6. Planning the Sales Call
    • Know your company
    • Know your products
    • Know your competitors products
    • Know your business environment
    • Know your customers
  • 7. Reebok: Relationship Selling
    • How does Reebok create value for their major accounts? (What do they do to help their customers and build long term relationships?)
    • How does Reebok utilize team selling? (account manager and vector reps)
    • Is Reebok’s salesforce organized based on geography or customer?