Hausarbeit zum Thema „Adaptive Selling“ Table of Contents List of figures III Relevance of adaptive selling for marketing 1 1 Central concepts in the context of adaptive selling 3 2 Analysis of the research progress regarding adaptive selling 5 Bibliography 16 List of figures Fig. 1: Conceptual framework of Román and Iacobucci……………………………………7 Relevance of adaptive selling for marketing Since the 1970s‚ researchers are trying to understand the various
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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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overcoming poverty in the long-run. Then‚ it will be discuss further in what sectors and in which ways (the strategies)‚ do the companies selling into emerging country. We choose selling soap in India as an example to illustrate this idea. Part 1: Selling to the poor‚ the problem and its potential benefits The problem: The greatest misperception is that selling to low-income is not profitable. Even worse‚ sometimes those companies were condemned for exploiting low-income community as cheap labour
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The Truth About Washington’s Spies Madeline Carlson America’s first spy ring‚ better known as the Cupler ring‚ was Washington’s carefully thought out solution to gain intelligence on the overpowering British troops. The revolution was happening; there was no turning back and no denying that America was going to gain independence from Great Britain. Washington needed a plan‚ a way to foresee what the British planned to do next. Washington’s only solution was to resort to spying. Washington
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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
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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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Sunrise Over Fallujah is about the war in Iraq. It is a story about the Civil Affairs Unit. Not many books are based on this unit in the military because it is not the unit that people think of while looking for a military based novel. It is the group that focuses on the people in the region they are stationed. This is book is by Walter Dean Myers‚ he has written many great novels and is a great author that portrays many useful themes. Many people think this book has no theme/meaning‚ they are wrong
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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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eye (or mind) of the beholder. Jiro Ejaife from “don’t tell it magazine” wanted an advertisement based on the “amusing” violence in cult movies. Their advertisement shows a teenager being shot repeatedly. He made the advertisement intentionally over the top‚ and thinks the question of morality should lie with the church‚ family and schools. The test viewing shows that teenagers disagree about the violence used in this advertisement. Some think the advertisement is unacceptable‚ others are not
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The Swahili coast had advantages over the Hanseatic league because of their merchants and their location on the planet. Although the Hanseatic league dominated commercial activity in northern Europe‚ the Swahili coast had a geographical advantage and firm trading alliances. The Swahili coast was able to take advantage of Nile river and used it to trade and for agriculture. The Swahili coast traded with the Arabs who had already established vast trading networks whereas the Hanseatic league had to
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