psychology of selling: Why people buy? MM4781 Tan Kuangming 12133304D Introduction When sales people are communicating the sales message to the customers‚ it is important to know the reason behind consumer behaviors. In other words‚ why people buy? Based on the reasons‚ sales people can decide what kind of products are suitable for the customers‚ the content of the presentation and the negotiation skills for achieving win-win situations. Therefor‚ the psychology of selling is to master
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Marketing tells the stories (company‚ product‚ etc.) to many people. 3) Marketing looks after the brand’s reputation 4) Marketing needs to keep the stories circulating and resonating with the target markets using the company’s plumb line (the business of the business) as its central reference. 5) Marketing analyses the big data. Marketing brings you the average result not the specifics. 6) Marketing studies what experience customers expect when they buy or try a product‚ service or solution. That means
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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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Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location. Peddling is the oldest form of direct selling. Modern direct selling includes sales made through the party plan‚ one-on-one demonstrations‚ and other personal contact arrangements as well as internet sales. A textbook definition is: "The direct personal presentation‚ demonstration‚ and sale of products and services to consumers‚ usually in their homes or at their jobs." Advantages/Benefits
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reasons. The market structure of the restaurant business in Miami‚ Florida would be considered a “Monopolistic Competition”. Monopolistic competition is where you have a large number of firms similar to one another‚ advertising or selling similar‚ not identical products. When considering restaurant business‚ you must consider the location of the restaurant and being that these are considered “full service” restaurants; no two restaurants would be exactly the same. Also you must take into consideration
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I. INTRODUCTION Gerber‚ a U.S company producing jarred baby food‚ was considering in 1991 whether they should acquire Alima SA‚ one of Poland’s largest and most successful food processing plants. With this deal‚ Gerber expected to build a low-cost base for its European operation as a platform for growing markets of Central and Eastern Europe. Because the deal could help to have the aging plant modernized and boost its sagging export trade while bringing hard currency at the same time‚ Poland government
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The Evolution of Selling from the 1950’s to the Present The evolution of selling changed the way salespeople‚ companies and major industries valued their customer’s needs. Each organization would use certain methodologies and techniques that over time would develop‚ mature and grow to make those organizations much more successful and valued. Also as the customers themselves‚ started becoming more sophisticated‚ closing sales took more effort and time. Therefore the salespeople had to be trained
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The Brita Products Company began in 1988 under the recommendation of Charlie Couric‚ a marketing executive with the Clorox Company. Optimistic of its capability to be profitable‚ Clorox acquired the right to market the home water filtration system. Clorox‚ citing the overriding long-term benefits of continuous filter sales‚ initially engaged in deficit spending. Such measures paid off and Clorox not only created a $350 million market‚ but also captured 70% of the market revenue. Brita enjoyed success
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CORPORATE GOVERNANCE ESSAY Can Corporate Governance Mechanism Prevent Corporate Fraud? Executive Summary This paper will reviews the extent to which corporate governance acts as efficient tool to protect investors against corporate fraud‚ thus contributing to summarize the literatures on role of corporate governance on preventing occurrence of corporate fraud. In a more recent study‚ corporate fraud is part of earnings manipulation done outside the law and standards. Whereas‚ the activities
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How can a Church full of sinners be holy? Catholicism has always been the religion with the highest incidence of followers in the world. The most traditional and one of the oldest beliefs is now so common that one often listens to people saying they are ‘non-practicing Catholics’‚ that is‚ one who is baptized in the Catholic Church but is not actively part of it. Non-Catholics are then sub-classified into two groups: those who do not belong to the Christian Society and those who call themselves
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