` Outline for Preparation of Manual Title Page A. Name of product to be sold. B. Name of company you are selling for. C. Course name and number. D. Your name and date. I. Developing a Personal Selling Philosophy A. Describe the marketing setting (e.g.‚ retail‚ wholesale‚ manufacturing‚ or service). B. Describe the role of personal selling in this setting. C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson. II. Developing a Relationship
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Elements of the Personal Selling Process No 2 salespersons use exactly the same sales method‚ but it is generally a seven step process: 1. Prospecting and Evaluating Seek names of prospects through sales records‚ referrals etc.‚ also responses to advertisements. Need to evaluate if the person is able (Undergraduate degree to attend a graduate program)‚ willing and authorized to buy. Blind prospecting-rely on phone directory etc. 2. Preapproach (Preparing) Review key decision makers esp. for
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BUDWEISER ANALYSIS Overview Anheuser Busch has a long storied history in the tale of American breweries. Since the first one opened over 150 years ago in St Louis‚ AB has added eleven more nationally and fifteen internationally. From 2005-2006 AB increased its sales‚ gross profit‚ net income‚ stock price and dividends paid. And since 1999‚ its international net income has increased and average of 20% per year. International operations now account for 32% of AB ’s net income. They are also a leader
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1.1 Executive Summary This report was commissioned in order to analyze a business to business selling scenario between the Xerox corporation and a fictional company; Aliments Capital. The industry which the report is based on is the document management services industry‚ of which Xerox is a part of. The second industry which the report focuses on is the frozen food manufacturing industry‚ of which Aliments Capital is a part of. The product that the proposal is based on is the Xerox ColorQube
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In anything that we do there must be a principles or rules that we must follow or embark on in order to succeed in our pursuit of goals. Sales process is a systematic approach to selling a product or service thus successful sales can be achieved if the systematic approaches are being strictly obeyed. Some of the systematic approaches: 1. Customer Centered Approach 2. Establishing Rapport 3. Presentation Techniques 4. Establishing Outline Needs 5. Agreeing the problem or opportunity
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advertising b. price‚ personal selling c. advertising‚ sales promotion d. personal selling‚ sales promotion e. advertising‚ personal selling 2. An advantage of personal selling is not: a. two way communication. b. reaching a massive number of people quickly. c. detailed explanation. d. direction towards qualified prospects. e. all are advantages of personal selling 3. Compared to other promotional tools‚ the most important advantage(s) of person selling is in: a. locating prospects
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Personal Selling Philosophy The web dictionary defines selling as; a sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage‚ it is the beginning of an engagement between customer and vendor or the extension of that engagement. Personal selling occurs where an individual salesperson sells a product‚ service or solution to a client. Salespeople match the benefits of their offering to the specific needs of
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Company Selling/Customer Service Jardine Cycle & Carriage was a leading distributor of motor vehicles in Singapore. So successful had its efforts been in developing the market for its flagship brand of Mercedes Benz cars that parallel importers entered the market to compete for a slice of the pie. C&C had tried to counter the parallel importers through various means such as negative advertising‚ withdrawal of warranty services and discrimination against Mercedes that were not purchased from the
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Budweiser Team K.A.M.M Brand: Budweiser Team Leader: Alessandra Coche Members: Krystal Pritchett Michelle Bright Matt Rumbley ADV 3300 Media Planning Spring‚ 2012 Advertising Media Plan Project Ingredients 1. Executive Summary 2. Situational Analysis 3. SWOT analysis 4. Marketing objectives 5. Advertising Objective 6. Creative Strategy 7. Media Objectives a. Target b. Overall Media Budget c. Target Coverage d. Regionality e. Seasonality a. Media Mix b. Scheduling c. Reach
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Analysis of Budweiser: The Great American Lager What does beer do for you? This is the question you may ask yourself when thinking about buying a six pack of beer for a party‚ getting ready to socialize‚ or just hang out and relax with some friends. In their advertisement campaigns‚ Budweiser attempts to embody these situations in a way that will leave you thinking that you need Budweiser. Budweiser creates a setting in their ads that their target audience will be compliant with. Often times‚ beer advertisements
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