and even in the internet kidneys being offered for sale. For me selling kidney is a degrading business. When a person sells a kidney‚ his worth and personality are reduced to that of an animal. He’s looked down upon as indolent‚ inutile‚ parasite and incapable of supporting a family. Organ shortage fuels illicit trade in human parts. This is why poor Filipino families with little education are easily enticed to patronize black-market kidney trade. The yearly waiting-list of patients who are in dire
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Online Selling Online shopping or e-shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser. Alternative names are: e-web-store‚ e-shop‚ e-store‚ Internet shop‚ web-shop‚ web-store‚ online store‚ online storefront and virtual store. Mobile commerce (or m-commerce) describes purchasing from an online retailer’s mobile optimized online site or app. An online shop evokes the physical analogy of buying
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Decision to Buy In an increasingly competitive business climate‚ customers are faced with a multitude of alternative products and vendors. A traditional approach based on "closing the sale" may be inefficient and even counter-productive. In today’s markets‚ customers need customized solutions to their needs. Rather than being sold to‚ customers want to buy. In relational sales the emphasis is on building and maintaining a long-term relationship with your customers‚ based on mutual trust and on sharing
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Question 1 Personal Selling Process My personal selling process consists of the following nine steps: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meeting objections 8. The Close 9. Follow up and Service Step 1: Prospecting Prospecting‚ involves the Money‚ Authority‚ Desire (M.A.D) approach. Firstly I analysed my prospective clients to ensure that they had the money‚ authority and desire to purchase the products I was selling. Upon analysis I
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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 a client. Today‚ personal selling involves the development of longstanding client relationships. In comparison to other marketing communications tools such as advertising‚ personal selling tends to: • Use fewer resources‚ pricing is often negotiated. • Products tend to be fairly complex (e.g. financial services or new
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James O’Connor: Selling Nature Let’s start by posing a couple of questions. First‚ what is humanity’s relationship to nature? Second‚ what is capitalism? If you stop and think about it‚ there is something odd about the first question. At first glance it appears to be similar to asking “what is your relationship to your car?” This is a question we might ask of somebody who spends too much time customizing his or her car. And the question is reasonable. But what I want you to see is that the question
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1. It is important for a sales person to anticipate buyers concerns and objectives because it shows that you have concerns as well and as a sales person you must generate the correct information to help buyers understand there interest. 2. There are multiple numbers of objectives‚ but only a few are more difficult to handle and they fall in this categories needs objection‚ product or service objectives‚ company or source objections‚ price objections and time objectives. 3. The direct denial
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orientation - Listens to and eventual accommodation of the target market and determine futureneeds | Customer orientation - makes customer demand match the products the company currently offers | Process: | One to many | Usually one to one | Focus: | Generate leads - fulfill customer’s wants and needs thru products and/or services the company can offer | Generate purchases/orders - fulfillsales volume objectives | Horizon: | Longer term | Short term | Scope: | Identifying customer needs (research)
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DIFFERENCES BETWEEN MARKETING & SELLING Compiled by : Prof.(Dr.) Sameer Sharma‚ Amity University‚ NOIDA. S.No.MarketingS.No.Sales 1Marketing starts with the buyer and focusesconstantly on buyer’s needs.1Selling starts with the seller and is preoccupied allthe time with the seller’s needs.2Seeks to convert “customer needs” into‘products’.2Seeks to convert ‘products’ into “Cash”.3Views business as a customer satisfying process.3Views business as a goods producing process.4Marketing effort leads
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CHAPTER 1: THE AGE OF SELLING‚ SELLING AND SALESPEOPLE SELLING IS PERVASIVE The pervasiveness of selling in practically all human endeavors‚ occupations‚ preoccupations‚ and professions that require contact and engagement with people is by itself a compelling reason to formally study the art and science of selling. It is an art because it requires skills that have to be constantly practiced to achieve‚ at least‚ a decent level of excellence or perfection; on the other hand‚ it is also a science
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