Marketing communication presentation
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The document discusses personal selling, database marketing, and customer relationship management. It defines personal selling as direct communication between paid representatives and prospects that leads to purchases, customer satisfaction, and post-sale service. It notes the importance of listening to customers. Major categories of personal selling include retail selling and business-to-business selling. Retail selling occurs in retail outlets through single transactions, order-takers, and selling of services either by sales representatives or those also providing the services. Telemarketing includes inbound calls in response to customer calls and outbound calls making proactive contact with customers.
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Marketing communication presentation
- 1. CHAPTER 11 Personal Selling, Database Marketing, & Customer Relationship Management Page 338-362
- 7. Remember…it’s all about “stuff” “ Customers really don’t care about your stuff. They care about their stuff.”
- 10. Retail Selling
- 13. Selling In Retail Outlet
- 15. Selling Services
- 17. Inbound Calls
- 19. Out bound calls
- 20. ?
- 21. Thanks!
Editor's Notes
- Answers to Questions Carl is referring to UPS salespeople taking the time to learn about their customers’ businesses and developing relationships with key personnel in the customers’ organizations. Finally, they deliver a “bundle of solutions” designed to reduce costs and/or grow revenue depending upon the individual needs of each customer. To build long-term, trust-based relationships.