Business > CASE STUDY > Chapter 17 Study Questions.docx Chapter 17 Study Questions: 1. Â Â Â What is personal (All)
Chapter 17 Study Questions.docx Chapter 17 Study Questions: 1. Â Â Â What is personal
Document Content and Description Below
Chapter 17 Study Questions.docx Chapter 17 Study Questions: 1.    What is personal selling? How does the role of salespeople fit into a firms marketing strategies? Personal selling is in... terpersonal influence process involving a sellers promotional presentation conducted on a person to person basis with the buyer. 2.    Describe each step in the personal selling process, and what is involved at each step. Sales people must be able to: Focus on a customers situation and needs and create solutions that meet those needs Follow through and stay in touch before, during, and after a sale Know the industry and have a firm grasp of their firms and their competitors abilities Work hard to exceed their customers expectations 3.    When would a firm rely most heavily on its sales people and personal selling, as opposed to other parts of the promotional mix? 4.    Describe the four channel of sales: 1.Over the counter- personal selling in which customers come to the sellers place of business 2.Field selling- sales presentations made a prospective customers locations (face to face business), expensive form of selling because of travel, in complex cases the salesperson prepares for weeks, makes presentations, and follows up 3.Telemarketing selling process conducted by phone, serves both B2B and B2C 4.Inside sales- selling by phone, mail, and electronic commerce, turns opportunities into actual sales, and supports technicians and purchasers with current solutions. 5.  . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. . .. .. . . . . . . . . . . . . . . . . . .. . . . . [Show More]
Last updated: 2 years ago
Preview 1 out of 2 pages
Buy this document to get the full access instantly
Instant Download Access after purchase
Buy NowInstant download
We Accept:
Reviews( 0 )
$10.00
Can't find what you want? Try our AI powered Search
Document information
Connected school, study & course
About the document
Uploaded On
Jul 31, 2022
Number of pages
2
Written in
Additional information
This document has been written for:
Uploaded
Jul 31, 2022
Downloads
0
Views
67
