Selling Women

Selling Women
Selling Women Short In this article about the courageous Betty Dukes and the number of women behind her, we see how the world's "Super Store"
Wal–Mart has many cases of sexual discrimination (and all other forms of discrimination as well.) We see a false hope, so to say with Wal
–Mart's
advertisements. Things are often too good to be true, which is where Betty Dukes' story comes into play and is an important lesson to many women
and others who are being discriminated against. Before reading this article, I never believed in the pay gap or denial of growth/promotion against
women. Even though there was no factual information on the pay gap, they did mention the percentage of women associates, 72%. Whereas only 34%
of manager positions are held
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Goal : The Path Of Exit
Goal: The Path to Exit
Total Word Count in this Document: 1951
Title: The Path to Exit
Earlier this year, a startup that I had invested in came to me with a big problem. Things weren't going so well, and all parts of the startup were
feeling worn out. The had a serious lack of energy and morale. Their biggest problem, however, was their shortage of cash. Even if they let a few
employees go and cut out all unnecessary expenses, they only had 90 days of money left in the bank.
They came to me as a team, ready to return their remaining funds to me and their other investors. I asked them if they had considered selling, and they
admitted that it crossed their minds, but it seemed like too much work. I guided them through the steps of ... Show more content on Helpwriting.net ...
Get Organized
As a startup, you might not have had the time to dedicate to administrative–type tasks like bookkeeping and contracts. In the beginning, there's not
much to be organized anyway. However, a lack of organization looks messy to outside buyers. While it works for you in this stage, it can instill doubt
in potential buyers. Don't make things hard for potential buyers by leaving things a mess. Focus on these areas
– Books: make sure all of your expenses are organized and entered, bills are up–to–date, bank accounts are balanced, and your finances records are in
order.
– Contracts: If your contract data is not easily accessible and organized, it is essentially useless to potential buyers
– IPs: Have a system in place to define your private and public IP addresses and how they are allocated amongst locations, subnets, users, etc.
– Cap Table: Simplified, your cap table should tell potential buyers who owns what. You can have holders grouped into simplified buckets called
"founders" and "investors." You could even include formulas that map out the hypothetical sale of your startup. Not only will it impress buyers, but
having an updated and organized cap table allows you to make good decisions quickly.
Use the tools at your disposal to get organized. Cloud–based tools allow you to save and share documents with potential buyers, and many of them are
free to use. Consider

6 drivers of change in relationship selling and sales...
International Journal of Business and Management
August, 2009
Salesperson Professional Selling and the Effect on Buyer and Salesperson Relationship
Maznah Wan Omar
Faculty of Business Management, Universiti Teknologi MARA
Kedah, Malaysia
Tel: 60–4–4562–550
E–mail: maznah199@kedah.uitm.edu.my
Kamaruzaman Jusoff (Corresponding author)
Department of Forest Production, Faculty of Forestry, Universiti Putra Malaysia
43400 UPM Serdang, Selangor, Malaysia
Tel: 60–3–8946–7176
E–mail: kjusoff@yahoo.com
Mohd Noor Mohd Ali
Department of Physics, Universiti Teknologi MARA
Pulau Pinang, Malaysia
Tel: 60–4–4243–069
E–mail: mohdnoorma@ppinang.uitm.edu.my
Abstract

Regardless of the growing importance and emphasis on ... Show more content on Helpwriting.net ...
Marshall et al., (1999), interviewed a diversity of professional salespeople to give evidence for 49 new sales activities that were not pointed out in
Moncrief's (1986) original list. These latest activities fall into the following main categories: communication technology, selling technology, activities
related to adaptive and consultative selling, and team–oriented activities. Many of the specific activities within these categories involve skills and
content knowledge dissimilar from those traditionally observed in the past as key salesperson success factors.
This study therefore investigates the salesperson professional selling (salesperson knowledge and adaptive selling) and the effect on buyer and
salesperson relationship through customer loyalty, in the Malaysian retail sector. Oliver's (1997) model which follows the cognition–affect–conation
pattern is use in the development of this study.
2. Methods
2.1 Sampling design
To have a representative finding, the sampling technique used must be objective. This is an important effort adopted by most researchers in order to
furnish a finding pertinent to the general. To choose the sample for this study, probability random sampling was used. A probability sample is
necessary if the sample is to be representative of the population
(Reeves, 1992). Therefore, a two–stage systematic sampling technique is employed in this study.
2.2 Population and sample size
The unit of analysis for

Typical Selling Approach And Societal Marketing
TYPICAL SELLING APPROACH AND SOCIETAL MARKETING
INTRODUCTION:
Marketing is usually understood as a bridge between the companies (offering products and services) and ultimate customer or consumers. Through
marketing sales of goods and services take place between customer and a company in exchange of money. Companies generally use typical or
traditional selling approach for their offerings. Traditionally company gather knowledge of and target the needs and wants of a particular group of
people and then market their products and services to that targeted group and then through their sales professional sell their goods and services to the
people of targeted group (William, 2011). This is the general practice of all most all the companies and it is referred to as typical selling.
Typical selling approaches has become absolute now as world is changing at a very fast pace. The globalization has created a very strong competitive
environment. Therefore now companies have started thinking differently in order to cope up with the competition in the market and corporate sectors.
Companies have started switching to societal marketing approach from typical selling approach. This helps them to gain not only competitive edge over
the other companies' offerings but also provide maximum customer satisfaction and contribution towards the well–being of a society.
SOCIETAL MARKETING APPROACH:
The societal marketing approach entails the concept that a business should make the decision about the

Adaptive Selling
Hausarbeit zum Thema
вЂћAdaptive Selling"
Table of Contents List of figuresIII Relevance of adaptive selling for marketing1
1 Central concepts in the context of adaptive selling3
2 Analysis of the research progress regarding adaptive selling5 Bibliography16
List of figures
Fig. 1: Conceptual framework of RomГЎn and Iacobucci..........................................7
Relevance of adaptive selling for marketing
Since the 1970s, researchers are trying to understand the various determinants, antecedents and consequences of adaptive selling. It all began with the
perception of personal selling as a dyadic sales process (Spiro 1976). This process is determined by a continuous reflection and consideration of the
progress ... Show more content on Helpwriting.net ...
In 1976 Spiro, Perreault and Reynolds described the sales interaction as a process that is governed by the buyer and the salesman. If their expectations
and needs differ, the seller has to revise his sales objectives and strategy in order to adapt to the respective situation. In 1978, Weitz presented the
ISTEA model, introducing a so–called adjustment stage, giving the salesperson the possibility to alter his way to communicate the marketing message
several times during the sales interaction based on his evaluation of the customer's reaction. Building on this insights, Weitz, Sujan and Sujan defined
adaptive selling as "the altering of sales behaviors during customer interaction or across customer reactions based on perceived information about the
nature of the selling situation" (1986, p. 175). Thus, a salesman who varies his sales presentation regularly engages highly in adaptive selling. A
salesman that, on the contrary, uses the same sales presentation all the time shows no engagement.
2.2 Adaptive selling confidence and adaptive selling behaviour
The ADAPTS scale defined by Spiro and Weitz was the first scale determined to measure the predisposition of salespeople to use adaptive selling.

Over the course of time, various scientists and scholars followed Spiro's and Weitz' call to continue research on this issue. Thereby,

Selling Software For Healthcare And Medical Services
Introduction
This assignment is selling software to Healthcare and Medical Services. Our company ABC is making software named XYZ for different
companies and hospitals for the entry and exit of the employees. As per needs and concerns of hospitals in India, our company is providing software
for signing in and signing out for hospital workers through punching cards. We are especially taking care that XYZ will be speedy and easy to access
and we are also looking into the matter that it remain crash–free and never crash in between. These types of software are the basic necessity for all the
organizations as it is related to the security concerns. This software will record the time of the employees and also provides the alert for the brakes to ...
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1. Presentation: We are planning to adopt the presentation technique. Because through the presentation, the prospects will come to know about the
features and benefits of the software. However, the proper demonstration will be made through this process, to gain the commitment of the prospects.
2. Involvement in Radio program: Radio is a prominent tool through which, we can target to the mass market. The company will hold special programs
in Radio so that buyers can ask questions related to the usage of the software.
3. Persuasive communication through social media: Focus of the sales team will be on the benefits of the software, which would satisfy the needs of the
customer. That's why we accept the responses from certain social sites such as; LinkedIn, Facebook, Twitter. Replying to the responses can help to
reach the satisfaction of customers.
4. Holding meetings in the hospital: There will be scheduled meetings with the executives of different hospitals for the usage of the software. The
demonstration will be made considering the advantages of the software (no need for the manual record, time–saving, accuracy, no crashes during
operation, reliability, and reduces stress etc.) and encourage them to purchase. Moreover, benefits will be shown as per different prospect needs.
5. Providing information through Media (Publications): Media provides valuable information universally. We can reach the customers and can
maximize our product's sale and

Personal Selling
An
Assignment
On
" PERSONAL SELLING "
Submitted by:
Jaydip Shah (101)
Dated on:
March 22, 2010
GANPAT UNIVERSITY
V. M. PATEL INSTITUTE OF MANAGEMENT
INDEX
CONTENT
Introduction..............................................................................................3
What is Personal Selling...............................................................................4
Advantages of Personal Selling.......................................................................5
Disadvantages of Personal Selling...................................................................6
Types of Selling Roles.................................................................................7
Trends in Selling.......................................................................................8 Controlled Word of Mouth ..................................................................8
Customer Information Sharing .............................................................9
Mobile and Web Computing ................................................................10
Electronic Sales Presentations...............................................................11
Electronic Sales ... Show more content on Helpwriting.net ...

While millions of people can easily be seen as holding sales jobs, the promotional techniques used in selling are also part of the day–to–day activities of
many who are usually not directly associated with selling. For instance, top corporate executives whose job title is CEO or COO are continually selling
their company to major customers, stock investors, government officials and many other stakeholders. The techniques they employ to gain benefits for
their company are the same used by the front–line salesperson to sell to a small customer. Consequently, our discussion of the promotional value of
personal selling has implications beyond marketing and sales departments.
Advantages of Personal Selling
One key advantage personal selling has over other promotional methods is that it is a two–way form of communication. In selling situations the
message sender (e.g., salesperson) can adjust the message as they gain feedback from message receivers (e.g., customer). So if a customer does not
understand the initial message (e.g., doesn't fully understand how the product works) the salesperson can make adjustments to address questions or
concerns. Many non–personal forms of promotion, such as a radio advertisement, are inflexible, at least in the short–term, and cannot be easily adjusted
to address audience questions.
The interactive nature of personal selling also makes it the most effective promotional method for building

Marketing Week 1 Case Assignment Essay
Week 1: Case Assignment Case Study: Girl Scout Cookies
Questions: 1) Can you identify examples of decisions about each part of the marketing mix (product, place, promotion, and pricing) that are being
made in the cookie program? The Product is Girl Scout cookies as well as the Girl Scouts themselves. Since 1912 Cookie sales have played a major
role in supporting the Girl Scouts organization at the council and troop levels. Being able to target certain people can be tricky sometimes specially
if you don't know what you're doing or what your target is. You have to be able to sell yourself as well as the product and who better to sell Girl
Scout cookies then young girls. The Girl Scouts mainly target the middle and upper class ... Show more content on Helpwriting.net ...
While each Girl Scout does not keep the income from her sales troop members see the direct benefits of their efforts these kinds of strategies help
reinforce the broader purpose of the cookie program such as teaching girls valuable lessons in marketing and career training. The Girl Scouts specify
five essential life skills that the cookie program focuses on developing goal setting, decision making, money, management, people skills, and business
ethics. As Councils are shifting their focuses onto better business approaches and skill development, many are hosting sales training seminars.
3) Although some people take away clear benefits from selling Girl Scout cookies, not every Girl Scout is going to go into a marketing career, and
many might find the job of cookie selling particularly difficult. Do you think the experience of cookie selling, and more generally the lessons you
might learn from this course about marketing and sales, can still be beneficial, especially to someone who might find the activities challenging? The
Council of Nassau country, New York brought in professional sales trainer Jeff Goldberg, who teaches the Scouts the same techniques he would use
for any other business. Says Goldberg, '' Goal setting, which was the first thing we covered. Is the first thing I cover with any group of sales people, if
you don't have a goal with any group of sales people? If you don't have

Why Selling Your House On Your Own
First Blog entry 3 Reasons why selling your house on your own doesn 't work. I know, I know, a Realtor saying that selling your house on your
own won 't work...shocking. I promise I won 't throw around a bunch of rhetoric or anecdotal stories. I will tell you the reality of how our industry
works from a realtor 's perspective and show you why you 're shooting yourself in the foot by going with one of those "Commission Free" MLS
services. 1. You won 't sell your house to someone off the street. Qualified buyers come through your door with a realtor...that means you have to pay
that realtor. Even these "commission Free" services tell you that it is very likely a realtor will bring a buyer and that you should pay them. They even
go as... Show more content on Helpwriting.net ...
That means your down to $5,500. I mean no offence by this, but I can sell your house for 5 grand more than you could. You 're really not saving
any money at all...it just sounds good on paper. The reason I can sell it for more is not because I 'm some kind of wizard, it 's for the reasons
outlined below...keep reading. 2. You won 't have as many realtors show your house compared to your competition. As of July 2014, industry
members have to get their buyer clients to sign and agree to either a non exclusive, or an exclusive buyer representation agreement. I won 't get
into exactly what 's in these agreements but the short version is that it commits that buyer to that realtor. It also states what the realtor will get paid
from the seller 's sale proceeds. Now, before I get too far...the buyer doesn 't have to pay that realtor a dime out of their pocket as long as the seller
is offering the same amount as the realtors fees outlined in the buyer agreement...with me so far? Again, there is no "standard commission" so I 'll
tell you what my fee is. I get paid 3.5% of the first $100,000 and then 1.5% of the balance of the sale price to help a buyer find their perfect home.
Almost all sellers will offer this which means the buyer doesn 't have to pay me anything. Sometimes a seller will offer me more than my normal fee.
In this case it is my personal policy to refund the difference back to the buyers upon closing. I never want a buyer to feel I

вЂњTransactional vs. Relationship SellingвЂќ
1. Introduction:
The account relationship strategy a company chooses to follow represents the type of relationship, it is going to develop towards its customers. Within
the account relationship strategy, there are three different kinds in which the relationship of you and your customer can be differentiated: The
transactional relationship, consultative relationship and enterprise relationship.
In my following term paper I would like to show you what the key elements of every relationship is and for further explanation examples will
document every relationship. At the end a real life example will show an industry which is right now making a shift from transactional relationship
selling to a consultative approach.
2. Main Body 2.1. ... Show more content on Helpwriting.net ...
But where they focus on is cost leadership, that's how they differentiate themselves from their competitors. To achieve this goal of being a cost leader,
a strict policy towards the number of employees is of essential importance. So service personnel at Aldi markets isn't there to advise customers, because
they think their product portfolio is more or less self–explanatory. Their function is more to backfill stock at the market. They can give advise where
certain products can be found but real customer consulting does not take place. The relationship Aldi tries to build to its customers is not through
outstanding service performance, price and quality are the aspects which count for Aldi and most of their customers. As already mentioned in the
explanation of a transactional relationship, Aldi is just operating at the B2C market, where a transactional relationship to your customers is wide spread.
2.2. Consultative relationship
2.2.1. Definition and explanation The main difference here to a transactional relationship is the effort which is done by supplier. If the demand of the
customer is there, here a more detailed plan or more personalized concept can be evaluated. This offer can create additional value and provides further
benefits, next to the product itself. The disadvantage of this type of relationship is the additional effort which has to be done by the salesperson or the
whole

Jefferson Pilot: Growing the Sales Force Essay
Jefferson Pilot: Growing the Sales Force
Discussion Questions
1. What are the advantages and disadvantages of using a career sales force versus an independent sales force?
A career sales force that the company hires, trains, supervises, and compensates likely will be more loyal than an independent sales force. As the case
notes, these career salespeople sell only JPF policies. They also learn and contribute to establishing and maintaining the organization's "culture." They
learn how things work at the company and can do a better job of negotiating the bureaucratic structure of a large organization.
On the other hand, an independent salesperson by definition represents a variety of companies. He/she is not necessarily loyal to any ... Show more
content on Helpwriting.net ...
They are willing to accept more fixed cost to do so.
Again, it is important to understand the trade–offs made in making compensation decisions and to see how those decisions fit with the rest of the
strategy.
3. What problems do you see with JPF's sales force strategy and structure decisions?
With respect to the career and independent agents, there really is no specific structure as discussed in the case. Any agent who is licensed by JPF can
sell a policy to anyone, anywhere as long as the company approves the application. The field sales force is neither territorial, product, or customer
focused, although individual agents could make such decisions for their own work.
For the SVPs, who are the subject of the case, there is a territorial structure (each SVP has an assigned multi–state area) and a customer structure (SVPs
work only with IMOs, not with individual agents). Thus, considering the IMOs to be "customers," we have a complex structure as described in the case.
The first problem develops when JPF considers the issue of sales force size. Bob Powell notes in the case that he doesn't believe that a SVP can

develop effective relationships with more than 30 IMOs. This suggests a workload approach to growing the sales force. However, the decision to
compensate SVPs on the basis of 100 percent commission based on sales in their territories means that the SVPs are reluctant to see "their" territories
subdivided. It is human nature to want to keep as much of

North Land Winery Case Study Essay examples
ENGG439 Case Study – Week 5
North Land Winery are a solid, well established, family–based winemaker headquartered in Wollongong, NSW. After ongoing success the vintners have
addressed the idea of expanding their wine distribution to Ontario situated in Eastern–Canada.
So far NLW's most innovative product involves soil–aged merlots and chardonnay grapes grown in areas prone to wild fires which was labeled "Deep
Burn". The purpose of these wines were to exploit these wild fires to give the wines "smoky" characteristics. Given the popularity of this flavor in
North American foods & beverages, this wine would be expected to pair well with many Canadian palates, particularly red meat dishes. Ideally
this product would be a key seller to ... Show more content on Helpwriting.net ...
Each employee could be expected to generate $1,000,000 in sales.
The following rule is the basis for comparison between the two and the unknown variables can be grouped using general arithmetic:
Cost of sales reps = Cost of own office
No.of employees * 10% of gross sales = Cost of set up & ongoing communication + No. of employees * (Employee Base Salary + 5% of gross
sales)
No. of employees * (0.10 * Selling Price * Volume of sales) = $100000 + No. of employees * ($25000 + 0.05 * Selling Price * Volume of Sales)
$100000 + No. of employees * $25000 = No. of employees * Volume of sales * Selling Price * (0.10– 0.05)
$2,000,000 + No. of employees * $500,000 = No. of employees * Volume of sales * Selling Price
"Indifference point" occurs when both sides are equal. As the figures used are annual, the ratio of LHS to RHS * 1 year will determine the amount
of time it takes for costs with sales representative to match a sales office. The longer this takes, the more justifiable it is to run with option 1. As there
are a number of variables NLW should first research current and future demand which will provide a good indication of turnover. Sales representatives
can be kept to a minimum of 1 rep

Personal Selling
Personal selling
In industrial marketing, personal selling through company's sales persons is a major toll of communication as compared to consumer marketing's focus
on advertising and sales promotion. The reasons for this is seen in the nature of cutomer's buying decision process and also the buyer seller relationship.
An individual sales/marketing manger is responsible to achieve the short–term objective of achieving sales target/goal and a long–term objective of
developing an effective sales organization that maximises the opportunities for profitable sales growth over a long period. The sales manger is
required to make important decisions for developing and managing the industrial sales forces.
Role/characteristic of ... Show more content on Helpwriting.net ...
Kotler describes six main activities of a sales force:
(1) Prospecting – trying to find new customers
(2) Communicating – with existing and potential customers about the product range
(3) Selling – contact with the

MG 425 Week 1: Case Study: Value Added Selling
Victor Andrew Lopez
Week 1 – Case Study
MKTG 425 – DeVry University
Professor Eckert
Statement of the Problem
Value–added selling is a way in which the salespersons use to ensure that they add value to their customers hence increasing the experience of the
customers. The study brings the ways in which the salespersons use to ensure that their customers have enough experience on their products. The need
for the understanding of the ways in which Marcus Smith can create value for his customers and hence get more of them with the experience on the
market issues. The value selling is more than a sales course since it takes the initiative of the salespersons to ensure that there is value added selling. It
is also not true that people always want to get as much as they give, in the study there is a the detailed discussion of the ways in which value can
create although sometimes it may not work for all customers (Albrecht et al., 2005).
Summary of Facts ... Show more content on Helpwriting.net ...
Since the customers are the determinants of what value is he should make his customers be stars. Smith should also include the customers in the
creating of the solution to certain problems that will help in the development of the employees. There should also be good communication across the
customer organization and the assumption that there is good communication between the customers by themselves should not be followed at all since
this may not be true at all times. Smith should also be able to reduce the uncertainty and doubt on the customers and should have complete trust on the
potential of each and every customer (Albrecht et al., 2005). There should also be a value proposition to ensure that the salespersons shares with the
customer the way in which they can offer the best solution for them, and also ensure the quality of the

Selling In International Marketing Essay
Some small companies never thought about going global, or in other words, becoming international retailers. They think of selling their products in
foreign countries and think of ways to do so. Before you know it, they have become global marketers. Many companies know that by doing business in
other countries, they can broaden their potential buyers. By selling to foreign customers, though, retailers are stumbling upon roadblocks. Selling their
product in international markets is not the same as selling in the United States. Retailers, especially small businesses with limited resources, are
realizing large capital expenditures in order to accommodate sales in foreign markets. However, many companies are doing quite well in ... Show more
Depending on what type of business you are in, you can find similar companies in other countries and form a partnership. This gives the seller more
recognition in the foreign country. But, it is usually more costly due to the added expense of another office. By forming a partnership with a company
that is in the country you want to do business in, the partner possibly has a list of contacts, already. This makes selling the product or service a lot
easier. Still though, companies wanting to expand in foreign markets must be careful in choosing their partners. If they are not careful whom they
choose as a partner, they could risk losing control of their product or service. And, they need to pay close attention to the day to day activities of
selling. Some small businesses get too hasty because they want to expand their market and gross profit, so they make bad judgment calls when it
comes to finding a company to form their joint venture with. The third method is by using a licensing agreement. Basically, the foreign company
/business buys the rights to the American product. They become the licensees. This would seem the simplest method, since the licensee, it seems,
would sell the product then send you a check every month or so depending on the contract. However, you have to be careful of this strategy as well.
Some licensees buy the product and then shove it back on the shelves so it won't compete with

Apax partners ad Xerium S.A. Essay
APAX PARTNERS AND XERIUM S.A.
1. What tactics/actions did Apax take to enable it to acquire BTRP in an auction without over–paying? How did Apax add value to Xerium?
Apax took a well–designed strategy to bid for Xerium. First, they understood it was not a competitive auction. Secondly, they took advantage of the
momentum and circumstances of the seller that was under distress. Finally, they spent huge resources to analyze and calculate the value of Xerium to
Apax.
First, they analyzed the competitors in the auction. The team observed it was a very opaque industry with only few companies public, limiting the
access to information. Luckily, Apax had a competitive advantage (Wangner's expertise) in the industry which allows... Show more content on
Helpwriting.net ...
Also, the market downturn in the paper industry may have a pressure on the price compared with its real value.
Renegotiating with the third bidder is also a clean exit for Apax with the target buyer partly educated. Unfortunately, another round of negotiation will
distract the management from operations, especially when Xerium is being put in the disadvantage side in the negotiation. As the only potential buyer,
the third bidder may raise a lot of special requests including but not limited to price and due diligence. Moreover, the bidder has the incentive to "take
his time" in making the decision, since the market downturn may further pressure the price.
Recapitalization seems to be the best alternative discussed in the case, mainly because of the underlying 39% IRR (discussed below). There are
chances to expand the pie (through consolidation and/or operational improvement) and sell it at a higher price, taking the advantage of the potential
market pick–up in 2003. Two potential risks are that the higher price is not guaranteed and that there is low interest from financial buyers and no
powerful strategic buyer, future selling negotiations may take time again.
IPO is not feasible either. As discussed in the case, the company, although the market leader in its field, is too small in terms of revenue for an IPO.
The paper sector is not hot

HEWLETT-PACKARD-COMPUTER SYSTEMS ORGANIZATION: SELLING TO...
CASE: HEWLETT–PACKARD–COMPUTER SYSTEMS ORGANIZATION: SELLING TO ENTERPRISE CUSTOMERS TABLE OF CONTENT
Pages
EXECUTIVE SUMMARY2
INTRODUCTION 2 HP 'S CSO CUSTOMERS3 SELLING TO ENTERPRISE CUSTOMERS SINCE 19913 STATEMENT OF THE RESEARCH
PROBLEMS4 SWOT ANALYSIS4 PLANNING THE NEXT STEP5 THESALES PROCESS AUDIT6 ... Show more content on Helpwriting.net ...
Automotive, financial services, telecom, manufacturing, pharmaceutical and companies which spend from $ 0.5 million to more than $ 200 million
with HP belong to this large / enterprise customer group. This group of customers directly serves by the HP sales representatives. Meanwhile,
companies that spend below $ 0.25 million purchase from HP and other competitor on monthly or quarterly basis is grouped in small to medium
business. It is thus managed by HP sales representatives and channel partners. For the last group, which is, individual customer is served by indirect
retail channels. Most of the revenue is generated by the large / enterprise customers because based on HP analysis; the top 5% of these companies has
generated about 40 % of CSO 's total sales.
Selling to Enterprise Customers since 1991
Manuel Daiz, CSO head of worldwide sales has restructured the organization by reforming the sales force into three teams which is red, green and blue
team. By performing this reformation, they can be more focus on the job. The Red team sales representative is dealing with supply chain companies,
oil and gas, financial service (banking industry), discrete manufacturing (aerospace), government sector, telecommunication, media and utilities. Green
team is responsible in dealing with channel partner. Normally, these channels are responsible in selling HP product to the smaller customers that had

Analysis Of The Article ' The Power Of Emotions ' Selling...
The Power of Emotions in Selling
By Stephen Blakesley | Submitted On May 01, 2012
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Expert Author Stephen Blakesley
Most organizations, that maintain a sales force, believe in just two approaches to advancing the sales skills of their sales team: The Minimalist
Approach and the Process Approach. Few, if any, ever consider the impact emotions have on sales success. Before we talk about he value ofemotion in
the sales process, lets make sure we understand what is involved in the two, most popular, sales training methods. A brief explanation of the
Minimalist and the Process sales approach may properly set the stage for a productive discussion about what is really needed to grow a "World Class"
sales team.
The Minimalist Approach
This approach may best be exemplified by a story about my own entry into the sales profession, nearly half a century ago. I was 17 and getting
ready for the summer between my Junior and Senior year in High School. For the previous 4 summers I had worked in the local grain elevator
shoveling wheat, sacking and stacking feed and seed in the warehouse and emptying boxcars filled with grain. All good solid jobs but no real

Principles That Can Help Better My Sales
Three principles that can help better my sales
Having a positive mindset will make you become a winner in your sales. What you say to yourself has such a huge effect on how your performance of
sales will turn out. Your belief system will either determine a positive attitude about your success or a negative attitude. What you say and think about
your sales success is very powerful and can have an affect on your confidence as a whole. Your thoughts can and will set you up for failure if you
let them. Some ways to sell more is believing in what you are selling. Making a goal of how many sales you want to make that day and positively
envisioning yourself reaching that goal. I have watched so many people fail ... Show more content on Helpwriting.net ...
I have already been practicing the positive mindset principle into my life. Positive thinking has always been the way I think and I will continue to do
that in all that I do. I plan to remain positive even when sales or life gets hard. Everything will get better when you are positive.
Sales is important no matter what your career becomes. Everything you do, you sell. Our mind is very powerful and will only break us down because
we are human and are harsh on ourselves. If you expect to sell whatever it is we are selling, than your first principle is to be optimistic rather than
pessimistic. To stay on the positive track of sales you must overcome the advisory and the negative thoughts he brings to mind. So lets say sales
does become your job, and you aren 't doing so well because you just started off. Does this mean you start believing your negative thoughts and give
up ? No you don 't. This is normal to think you are lacking the skill of a talented salesman but talent takes time. Here is an example of a pessimistic
thought process every salesman goes through. It 's called the ABCD model. "A" stands for adversity. Your thoughts are telling you you suck and can 't
sell anything. "B" stands for belief. If you start to believe that you suck at selling things than that will lead to poor sales techniques in your future

Ohmeda Boc Essay
Executive Summary
With the transition to exclusively selling medical equipment, Ohmeda must incorporate more direct and specialized selling into its channel mix. Given
the aggressive revenue growth targets, the best channeling mix for Ohmeda is 75% direct sales / 25% dealer sales and 75% specialization / 25%
geographical. This optimal strategy will allow Ohmeda to increase revenue, meet target customer needs, challenge competition, and capitalize on the
strengths of the Ohmeda products.
Business Strategy
Ohmeda's business strategy is to no longer carry medical supplies and gas products, yet to increase equipment sales revenues by an average of 11%
each year for 5 years. The current channeling structure consists of 50% Dealers and ... Show more content on Helpwriting.net ...
In urban areas, the decision to purchase this high tech equipment is controlled by medical specialists (Exhibit 3). An in–depth understanding of the
equipment, technical capabilities, and safety requirements are required for sales personnel to effectively communicate with these decision–makers.
An increase in the specialized, direct sales force will allow Ohmeda to be more competitive. For example, in the anesthesia market, Drager has 35% of
the total market including 42% of the urban hospitals and teaching institutions. Drager has quickly emerged as an aggressive competitor due to their
structure of 20 exclusive dealers that also service their equipment. Since dealers also service the equipment, they must be well informed if equipment
intricacies. Further illustrating the need for sales–force specialization is Ohmeda's main competitor for its CPU–1 ventilator––Seimens. The German
company has successfully managed to sell its foreign produced ventilators while Ohmeda has virtually no market penetration of its equivalent
product, despite its lower prices. It is evident Seimen's direct, specialized sales force has led the way. Ohmeda claims the growth of demand for
ventilators will blossom to 17% over the next three years, making it imperative to move the sales force to a more specialized model in order to capture
the increasing need for state–of–the–art ventilators. Likewise, Ohmeda's new incubator sales are floundering. The information

Pyramid Door Case Analysis
I. Problem statement Which strategy should Pyramid Door, Inc. implement, along with increased advertising for 100 dealers to achieve the sales goal
of $12.5 million for the year of 2006? The four strategic options are increasing the number of non–exclusive dealers by 100, developing a formal
executive franchise with 27 dealers so they would exclusively sell Pyramid Door products, reduce the number of non–exlusive dealers by 100, and the
last plan was to only do a better job with current distribution policy and network. II. Industry Analysis A. National industry analysis: In the residential
garage door industry sales are projected to be $2.25 billion representing a 2.4% increase. There are several large national ... Show more content on
Helpwriting.net ...
Steel garage doors were preferred to wood garage door by a 9 to 1 margin. With everything being said, it is important to be available in as many stores
as possible so consumers don't have to seek out Pyramid Door brand garage doors and they can find them just by walking around a store. In 2005
the residential garage door industry sales were expected to reach $2.2 billion with 90% of sales being steel garage doors. Demand for replacement
garage doors was driven by the continued aging of the housing stock and the conversion of homeowners from wood doors to lighter weight,
easier–to–maintain steel doors. Also, product innovations such as insulated steel doors, new springing systems, and residential garage doors with
improved safety features have made steel doors increasingly popular. B. Industry analysis in Pyramid's trade area: Pyramid Door's projected
market share for 2005 was 2.6%. Independent dealers typically sold 3 different brands and there was a clearly dominant brand which accounted for
60% of total garage door sales, the second brand which accounted for 30% of sales, and the weakest brand which accounted for 10% of sales. Since
there are 50 exclusive dealers serving 50 markets and 300 non–exclusive dealers serving 100 markets that means that there are 3 non–exclusive dealers
per market. Exclusive dealers accounted for 70% of total

Advantages And Disadvantages Of Video Marketing
Disclaimer:
The author has made every attempt to be as accurate and complete as possible in the creation of this publication, however he does not warrant or
represent at any time that the contents within are accurate due to the rapidly changing nature of the Internet. The author assumes no responsibility for
errors, omissions, or contrary interpretation of the subject matter herein. Any perceived slights of specific persons, peoples, or organizations and other
published materials are unintentional and used solely for educational purposes.
This information is not intended for use as a source of legal, business, accounting or financial advice. All readers are advised to seek services of
competent professionals in the legal, business, accounting, and finance fields. No ... Show more content on Helpwriting.net ...
The most obvious advantage of video marketing is that it's so highly engaging. The human brain has evolved in order to pay attention to moving
images and sounds and this is why we are naturally inclined to stop and watch the television when it's on in the background. Have you ever been
talking to someone when there's a television in the room only to notice that they're actually looking straight past you and at the screen? The sound
could be off and it could even be playing adverts but still some people will be almost unable to turn away. This isn't anything personal (usually), it's just
a perfect example of how moving images hold our attention.
Another great example is a classroom. Do you remember when the teacher would say they were going to put on a video for a particular lesson? Even
the noisiest of classes would fall silent and become very well behaved at this point – even when the topic of the video wasn't anything particularly
interesting. Video has an almost hypnotic quality and this is an excellent trait for any internet

Brief Analysis Of The Case ' Inspired Marketing
Brief Summary of the case
Inspired Marketing was founded in 2009 by Sean Malarkey and Lewis Howes in Columbia, Ohio. After an injury in football Howes started focusing
his attention on the web. Both founders had strong backgrounds in social median and internet marketing. They discovered the power of webinars early
on. Based on Howes experience on Linkin, Howes wrote a book and began selling his digital products. A large amount of time was spend on traveling,
selling books, and speaking only to make a few thousand dollars a month.
The company needed a marketing tool that would allow them to reach a large population of people in different locations without the high travel costs.
This is what motivated Inspired Marketing to create webinars and helped reach people in several areas without the cost of traveling. Initially it
started offering free educational webinars on a variety of topics. The firm was able to capitalize on this by reaching mass amounts of people while
serving two main objectives. The objectives were to generate leads and sales from the webinars. This resulted in special offers on Twitter and fee–based
webinars. The outcome has been remarkable with the first webinar generating $12,500 in sales during 60 minutes. In 2010, Howes did about 300
live webinars. It is speculated that in 2011, Inspired Marketing will reach $2.5 million in sales. The initiation of free webinars have been an effective
tool for prospects and driving sales for Inspired Marketing. Most

Essay on Sales Force Training Enhances Commercial Consult...
This literature review will examine how sales force management may work to enhance commercial consultative selling through more comprehensive
training and selling skills. The overall trends in the industry are such that all of the studies thus far that will be reviewed here deal primarily with
industries in which there are buyers at the corporate level who make appointments with salespeople on an intermittent basis. This allows the
salesperson to fully use the consultative selling approach successfully in most cases. The problem is that not all industries lend themselves to this type
of selling in which the salesperson can fully use the consultative selling process due to differences in the personality and behaviors of customers in
major ... Show more content on Helpwriting.net ...
Again, the problem is that perhaps the training does not go far enough with regard to tailoring the sales presentation process to the personalities of the
individual customers. In other words, based on this study and left to their own devices, salespeople simply do not implement what they have learned
through their training by adapting their behaviors depending upon the circumstances associated with each new situation. Also, according to Pehlman
and Kravitz, (2008), sales training programs that are overly simplistic can lead to disastrous results as well. In addition, based on the inability to use
this training, salespeople may be intimidated by the sense of urgency associated with a given sales situation and may even revert to the transactional
sales process in a desperate attempt to try to save the sale. Again, being able to read the customers body language and personality style and to seize
opportunities to gain information from the customer by asking the right questions can allow the salesperson to begin using his consultative selling
skills training effectively, even in high pressure situations. According to this study, these skills, despite the best intentions of the sales trainer, may not
be used unless they are demonstrated by the manager in the field and then utilized effectively by the salesperson through the reinforcement by

How On The Amazon For Beginners
How to Sell on Amazon for Beginners
By Katherine M J Mason | Submitted On October 26, 2011
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Expert Author Katherine M J Mason
There 's more than one way you can make money selling on Amazon. I 'm going to tell you about the main ones in this article.
First of all, Amazon Marketplace. Marketplace offers you an opportunity to sell products (not just books but a whole range of things) on the exact same
... Show more content on Helpwriting.net ...
It costs 86p plus a referral fee for each sale. You are also restricted to the product categories you can sell in. However, the advantage is that it costs
virtually nothing to start and there are no ongoing charges if, initially, you don 't sell very much.
Selling 'a lot ' is for professional sellers who expect to sell more than 35 items a month. You pay a 28.75 monthly fixed fee and a referral fee. You can
sell in all the Amazon product categories.
It isn 't always viable to list low price, low volume products as a 'sell a little ' seller. To do that you need to be a 'sell a lot ' seller! However, I 'd
recommend you take the 'selling a little ' route to start out with. You can always upgrade later.
Choose your option, then fill in the online form.
Pro Merchant Sellers
Once you are selling 'a lot ' you will probably also want to become what Amazon call a Pro Merchant Seller. Pro Merchants have access to volume
selling and bulk listing tools. There is a web interface that allows you to more easily manage your product descriptions, inventory and orders. You will
also be able to export and import information to and from your account.

Once you get up and running the selling a lot/Pro Merchant option will work out much cheaper and, importantly, will allow you to work on tighter
margins and make money from sales that those who sell just a little can 't.
Amazon

Selling Everything Before Moving : My Life
Selling everything before moving
I have been moving my whole life. When I was with my parents I moved because of my their jobs; now because of my job. My parents used to rent
a commercial truck, hire helpers or hire movers. Everything seemed so easy back then. I even did not pack my own stuff, my mom did it for me.
Now the moving is not so much fun and many times it is nightmare when I have no help at all. I have been living on my own for almost ten years
now. I had so many ideas for my apartment /house but I hardly bought anything more than I really needed. I thought that would be a waste of money if I
am not able to take them with me. I used to throw or give away my belongings. These days I buy whatever I like and sell them instead. ... Show more
I used Offerup, Letgo, and 5 miles. Facebook is also popular for selling in buying old stuff these days.
Craigslist: Many people neglect craigslist these days and only use other mobile apps. Do not make that mistake. There are still many people who
use Craigslist especially people who are looking for used items. I sold my 80% of belonging from Craiglist. I was so surprised that buyers from
Craiglist did not try to bargain, they just paid listed price and they were the people who actually showed up even though it was days later. From
other apps you will get lots of messages, they will bargain a lot and mostly won't show up. I think people who are using these other apps are mostly
browsing people or window shopping. I did sell from other apps too but Craigslist is the best for selling your used furniture, kitchen wares etc.
Price: When I first started selling on the internet, I used to have a low price for my items after all they were used items. But buyers' asking price
would be 80%–40% less than listed price. I got so frustrated that I changed my listing price 50–60% up than I had initially listed. And yes I did get
more money than I initially expected. If you have a lower price for your items, buyers would think those are not good and won't be ready to give you a
good price. If you listed same items for the higher price, buyers would think items are good and would pay you a good price.

The Best Way Of Selling A Product / Service
Being a Product Expert is when the salesperson has a lot of knowledge about the product but also other components related to the product such as
warranty, maintenance, pricing and services. A crucial part of selling a product is to get your customer to trust in you. You want the customer to feel
like you are offering them something that can actually benefit them whether than just trying to get a sale out of them. You want to make the
customer feel like they are important. Companies want salespeople who work for them know everything about the product so that they are
confident when selling the product. In my opinion, the best way of selling a product/service is to share a personal experience you 've had with the
product/service you 're trying to sell. Many buyers usually will ask multiple questions before purchasing a product such as warranty, why they should
choose your product over a competitor product and certain specifications about the product. The salesperson should be able to answer these questions
when asked, it shows how much knowledge you have on the product. The salesperson should also be able to answer any questions about the product
related to maintenance and service such as warranty, protection packages and extended life services. This is beneficial because you want to advise the
customer that buying your product comes with special services to extend the life on the product and if anything happens to the product that it can be
resolved simply. It also leave the

Case 4Takamatsu Case Analysis
Case 4: Takamatsu Case Analysis (25 points)
Executive Summary
Takamatsu Sports Enterprise is a sporting company that has recently experienced a considerably large loss in net profit. Mr. Takamatsu has begun to
look into the problem of the company and believes that Ms. Ota is the problem in the loss of sales. Although Mr. Takamatsu thinks that Ms. Ota is the
problem, it really is Mr. Fujita. He has inefficient training and sales.
If Mr. Takamatsu gets Mr. Fujita the appropriate training, he can increase his sales, and that would relate to increasing the profit in Takamatsu's Sports
Enterprise.
Key Issue
Who is the most profitable sales representative? The lease? Are Mr Takamatsu's concerns about Ms. Ota's performance valid?
The key ... Show more content on Helpwriting.net ...
Takamatsu to return his company to profitability?
Based on the analysis, the recommendations our group would give to Mr. Takamatsu to return his company to profitability would be to motivate his
sales representatives. The reason

Personal Selling Strategy : Dress Code Essay
Personal Selling Strategy Dress Code Businesses first line of personal selling begins with their worker's experience, i.e. when the customer will
form an opinion of the employee. Our business will be unusual when it comes to the dress code. Tattoo and or piercing shops are not held to the
same standards as corporate/other forms of employment. In our business we will be going against the norm and require that our artist employees
have at least one visible tattoo and preferably one piercing. This is due to the simple fact that someone who wishes to get a tattoo would prefer
that the individual performing the work have tattoos themselves. The idea boils down to our company's preferred image in how we do business
and how our customer's confidence in our employees is solidified. With this being said, Tatts2Go employees will dress in a semi professional
manner which highlights both their personal artwork whilst remaining tasteful. Closed toed shoes will be required, and at no time will long sleeve
shirts be allowed. For male artists the ideal attire would include jeans, tennis shoes and a collared or styled short sleeved shirt. For the female artists
they should wear tank top style shirts with jeans and or skirt based on their preference. At the end of the day the way our employees dress should
reflect our image of quality tattoo services provided in a clean, specialized manner. Customer Approach The next piece of personal selling after
appearance is the method

Personal Selling
Index
1.The Organization: What it is and what itdoes
2.The Products and services marketed
3.The role of personal selling in the promotional mix
4.A description of the salesperson 's job
5.The selling process
SRCC TRADING DEPARTMENT
1: The Organization: what it is and what it does
The Trading Department is the preferred supplier of Agricultural Chemicals, Fertilizer, Packhouse and General Farming Requisites in the Sundays river
Valley.
Mission:
The Trading Department supply and sell Agricultural Chemicals, Fertilizer, Packhouse Material and General Farming Requisites to Citrus Growers and
Private Packhouses in the Sundays river Valley.
A knowledge–able ,skilled, trained and motivated staff who are focus ... Show more content on Helpwriting.net ...
3: The role of Personal Selling in the promotion mix
Relationship selling emphasizes a win–win outcome and the accomplishment of mutual objectives that benefits both buyer and salesperson in the long
term. Rather than focusing on a quick sale, relationship selling attempts to create a long–term, committed relationship based on trust, increased
customer loyalty, and a continuation of the relationship between the salesperson and the customer. 4: A description of the salesperson 's job
Represents OMNIA fertilizer company

В•Introducing company products and services to potential clients, example, citrus producers and vegetable farmers
В•Personal visits to companies who will distribute product
5: The Selling process
When it comes to making a good sales presentation, everyone has their own way of doing things. Rituals may not be as extreme as sacrificing animals,
dancing around in a circle or swallowing a goldfish, but salespeople and their managers across the industrial distribution landscape have their own way
of making the sale.
Salespeople are individualsВ—they have their own personalities, and approach customers differently. Rarely will you find two who do things the exact
same wayВ…sort of like snowflakes that know a lot about industrial products.
In making a good sales presentation though, many consultants and a few distributors will say the same thing: very few salespeople put forth the proper

Making A Successful Reselling Business
Thank you for buying this book, I have worked hard to pour all of my reselling knowledge into it for you. However, your learning should never end.
You have to keep learning and improving to run a successful reselling business. You should learn about products, new selling tactics and apply better
systems that will help you. Reading books, taking classes and watching videos should be normal to you. Warren Buffet one of the richest men in the
world reads most of his day, he understands that to stay on top he must be allow new ideas into his brain. If learning is good enough for him it is for me
and you.
20)Cost analyze (from eBay book)
You should be tracking your cost, sales and profit. You will be surprised at how many resellers get into... Show more content on Helpwriting.net ...
There are steps to multiple flows of income.
First you must become successful at your first source of income. I see many people miss this step, you have to have an income that is steady, if you
have a job, are you the best at your job? The next step should be add–on's If you are in the reselling business and you sell Walkman's and you are
successful at it. Your next product should be an add–on product, such as headphones. Add on a compliment to your product is the best way to sell more
than one item at a time and generate multiple customers.
I firmly believe that you should be selling on at least three different third party platforms. However, you should learn them one at a time first, before I
started selling on Amazon I learned eBay then moved to Amazon, then craigslist and more. Therefore, you have more control and scalability in your
business.
22)Pictures and Presentation
Pictures are worth a thousand words when reselling items. There are ways to make your pictures look perfect. I use crops and filters to make my
pictures stand out. Most cameras and online photo editors allow you to add these contrasts; it might take you some time to learn what works best but
when you do your items we effortlessly pop out to the customer.
Your pictures should be clear, clean and tell the story. If there are slight blemishes to your item, you still have to show them in your pictures and place
them in your description. Start today buy adding filters to your pictures and watch

It 's The American Way Essay
Most people are always striving to better themselves. It 's the "American Way". For proof, check the sales figures on the number of self–improvement
books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people 's awareness that in
order to better themselves, they have to continue improving their personal selling ab abilities.
To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge. You have to know and
understand yourself and your goals. You have to recognize and accept your weaknesses as well as your special talents. This requires a kind of personal
honesty that not everyone is capable of exercising.
In addition to knowing yourself, you must continue learning about people. Just as with yourself, you must be caring, forgiving and laudatory with
others. In any sales effort, you must accept other people as they are, not as you would like for them to be. One of the most common faults of sales
people is impatience when the prospective customer is slow to understand or make a decision. The successful salesperson handles these situations the
same as he would if he were asking a girl for a date, or even applying for a new job.
Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own
capabilities and failings, and understand and care about the prospects you

Personal Selling With Clients Case Study
Personal Selling to Contributors The American Red Cross is not funded by the government. It is an independent entity that is organized and exists as a
nonprofit, tax–exempt, charitable institution. The ARC is the nonprofit organization it is today because of donations given from people all around the
world. When there is a national disaster, the ARC is at the tragedy working to help families. ARC's presence at these tragedies reassures people that their
donation is being put to help fund a good cause. The ARC utilizes social media to draw attention to major national disasters such as Facebook and
Twitter. They also have created videos on how donations and the aid of Red Cross has assisted multiples families worldwide. With these... Show more
Competitors Use of Personal Selling with Contributors Much like the American Red Cross, America's Blood Centers are also not funded through the
government. Instead, individual donors are the main contributors who provide the funding for all of ABC's activities. Similar to ARC, ABC has to
depend heavily on their personal selling to ensure stable donations come in.
Personal Selling Recommendations ARC and ABC have established strongmarketing tactics for themselves, with ARC's use of social media to set
them forward and ABC's focus on bringing in sponsors and individual donations. In order to stand out even more, ARC should continue to enhance
their social media tools because social media has proven to be quite impactful. ARC should also continue connecting with other corporations and
companies to bring more sponsorships in. By highlighting the corporations and showcasing what the collaboration does for people, people will see
that their money is spent for a good reason. Reaching out to corporations and donors both can push ARC become the top organization to help people
everywhere who needs their help.
Direct Marketing American Red Cross's direct marketing plays a small yet influential part of ARC's IMC strategy. Keeping up with technology now,
ARC has a strong following on their social

Personal Selling
Personal selling is said to be a cost it has a narrow audience and an organization can survive without it. (Discuss)
According to Pride,W and Ferrell O, Personal selling can been defined as a process of informing customers and persuading them to purchase product
through personal communication in an exchange situation. Personal selling is the process of person to person communication between a sales person
and a prospective customer in which the sales person learns about the prospect needs and seeks to satisfy those needs by offering the prospective
customer the opportunity to buy something of value such as good or service. Personal selling objectives include creating product awareness, creating
interest, providing information, ... Show more content on Helpwriting.net ...
A business cannot survive without personal selling there are tangible evidence that sales are the major source of revenues to a business, salesman
introduces the goods to the customers, arouses their interest and persuades them to purchase the goods and finalizes the deal. He plays a very
significant role in selling the products. Indeed, salesmanship is the major factor underlying the success of most business houses. As the sales people
pushes sales of product or a service, there is an assurance to the business of gaining profits thereby continuity of business is brought about.
The benefits of personal selling show its significance to the consumer by giving them opportunity to make more enquiries about his product. This helps
then to match their needs and the product. The seller also informs them of new products and explains to them how best they can use these products. He
may also give and demonstration of use and also explains to them the precautions they should take while using the products. The sales person educates
the consumers and guides them so that they can make informed choice of the products which will best satisfy their needs. They also

Marketing And Buying A Home
Selling your own in today's real estate market still requires research, planning and time even with technology. The process is can be overwhelming if
you've decided to go it alone with the assistance of Modesto realtors. As a FSBO, you may now have access to the marketing and buyers information
which can create delays in listing and selling your home. If this is your first experience, your own resources may be limited to getting the house on the
market, priced correctly to attract buyers and finally completing all the paperwork for the closing transaction.
Depending on how well you understand the process, you may want to consider the seller program services Modesto realtors in the local area offer.
Selling a home is complicated and the ... Show more content on Helpwriting.net ...
Evaluating listings and sold prices, assessing why homes sold for less than expected and more important learning more about the potential buyers
interested in buying your home.
Modesto realtors understand the market and they know how to present your property for sale to the potential buyer. They are in a better position with
access to qualified buyers, market data and insider information that rarely is reported in the property comps.
3. Can you sell like Modesto realtors?
Selling a home happens in multiple steps and each phase needs to complete the process before moving on to the next. As FSBO, you have to
compile the findings of the market, preform an assessment of your home according the market's profile before you can even list the home. Granted it
may only take a few days to do the first few steps by hiring a lawyer. The next steps for marketing, staging and showing the home will need to be
executed smoothly for the sale to close completely on schedule.
Modesto realtors are one step ahead of you and they are your competition. They are well–informed on the existing real estate market and know what's
happening in your neighborhood to prevent any mishaps that may affect deals currently in process. Sometimes the changes are simple to fix and other
times they can halt the sale sending the buyer to purchase another home on the market.
4. Do you really know the neighborhood?
Buyers always have

My Service Advisors Are Not Actively Selling Preventative...
If your service advisors are not actively selling preventative maintenance on a continuous basis, they are leaving money on the table that should be
easy enough to get. This is especially true if they know customers from dealing with them in the past and have access to their maintenance history and
repair records. It's a matter of being proactive with your customers and explaining the real value of staying ahead in the repair and maintenance game.
Every time a customer comes to your service department for any reason, you have an opportunity to sell them on preventative maintenance that may
not come your way again. Often, customers go to their service department only when they have repair needs they are not sure of, and go to secondary
repair and maintenance shops for things like oil changes, brake service or tires. This is usually because they believe these kinds of things to be less
expensive in outside shops than they are at their dealership, which is not necessarily so. But, if no one tells them that how will they know?
Many people neglect to perform preventive maintenance on their vehicles because they have not been properly informed of the value it brings to
them. The may have little or no knowledge of such things and may be intimidated about asking. Certainly, this is an important part of the job of a
service advisor. Often, because of the negative light that has been focused in recent years on abusive up selling practices, a service advisors fails to offer

Having A Direct Selling Business
Having a direct selling business (aka network marketing, mlm, affiliate marketing, etc.) can be very rewarding. But you can also lose a ton of
money and even frustrate yourself if you fail to do a few simple things. Unfortunately, most direct sellers drop the ball and end up leaving tons of
potential for reorders on the table because they are not taking care of the customers they have worked hard to acquire. The good news is you can end
the frustration in your business and put yourself on a path of making more money and keep your customers coming back so they are ordering month
after month after month. In this article, you will learn 7 simple steps you can take to add value to your local market customer 's buying experience, so
they... Show more content on Helpwriting.net ...
If it does not, do not sell it to them, not even at bargain price. 2. Do Not Compete on Price Competing on price can kill your profits and your
business. While prices should be fair, be careful not to fall into discounting your prices just to get the sale. The facts prove that if your price is too
low, people wonder why you are charging that tiny amount. Low bargain bin prices often create an image of junk. Remember that people buy
from those they know, like, and trust. They will pay a fair price. The key is in your ability and skills to present value to your customer. Never price
yourself so low that you cause your customer to think, "what 's the catch?" By offering a higher price, you are instantly creating less skepticism in
the mind of your prospect. Now do not misunderstand what is being said here and price too high. Your price must be reasonably fair. Make sure
your customer understands the uniqueness of what you offer and never compete on price. Set your price fairly and compete on a level of value. This
does not mean not to provide discounts or rewards, but do not make pricing your primary competitive position in your strategy to acquiring customers.
3. Stand Behind What You Sell with a Strong Guarantee Make sure you offer a guarantee to your customers. I see too many direct sellers sell with a
clearance no return no refund policy. Having such a policy can prevent

Relationship Selling And Transaction Selling
Chapter 1
Question 4: There is a difference between relationship selling and transaction selling. The book defines relationship marketing as, "The process by
which a firm builds long–term relationships with customers for the purpose of creating mutual competitive advantages" (Stanton 9). As learned
throughout this chapter, relationship selling is very important for success. Relationship selling allows the salespeople to understand customers needs
and wants and allows them to provide solutions. These solutions are value–added, which may be information and services as shared in the book.
Some roles in relationship selling include retaining existing accounts, become the preferred supplier, price for profit, manage each account for ... Show
more content on Helpwriting.net ...
In transaction selling, salespeople call on a large number of accounts and he or she does not focus on building relationships with these customers.
Salespeople involved in transaction selling, focus on getting the sale. I feel that these salespeople focus solely on the price and try to fit the customer's
needs on the basis of cost to get the sale.
Stanton, William J., Rosann Spiro. Management of a Sales Force, 12th Edition. McGraw–Hill Learning Solutions, 2012–11–02. VitalBook file.
Chapter 2
Question 5: Marketing people rely on salespeople, while salespeople rely on marketing people. In marketing management there is a lack of
communication between the two departments, marketing and sales.
As learned in the chapter, the marketing department is responsible for developing a firm's marketing strategy. This strategy includes decisions on how
to promote, distribute, and price the products (Stanton 45). The marketing department relies on the salespeople to determine the dependability. It is
vital that the salespeople communicate the marketing strategy. If something is not selling, letting the marketing department know will allow them to
make decisions and changes to the strategy.
Also, the salespeople work first hand with the customers and should know what is and is not working for the customer. The salespeople should collect
this information from the customers

Mk/412 Week 2 Personal Selling Research Paper
MK 412
Week 1 DQ
Personal Selling Personal selling is an important marketing component. In the glossary of our textbook, personal selling is defined as "personal
communication with an audience through paid personnel of an organization or it agents in such a way that the audience perceives the communicator's
organization as being the source of the message." (Ingram, LaForge, Avila, Schwepker, Jr. & Williams, 2015). Personalselling is trying to communicate
with or convince a potential customer, usually through face–to–face contact, that your service or product is the best product or service that can satisfy
or meet his or her product or service needs. Some examples of personal selling include real estate agents, retail clerks, insurance agents, automobile
salespersons, telephone ... Show more content on Helpwriting.net ...
For example, in the case of an automobile salesperson, the salesperson will ask various questions to find out important information from the potential
customer in order to provide the best automobile that will satisfy the needs of the potential buyer, establish a rapport and complete the sale. These
questions can include: "What type of car, make or model is he/she looking to purchase?", "What is the purpose of the purchase?", "Will the car be
used for personal commute or work?", "What type of options he/she is interested in?" Other questions concerning the trade–in of the current
automobile, if any; the price range for the automobile purchase may also be asked. However, questions regarding the potential customer's credit status
must be handled carefully in order to not offend the potential customer. A good salesperson, regardless of the product or service he is trying to sell, will
usually ask the appropriate questions to gain the necessary information from the customer that will build a relationship with a satisfied customer that
could

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