A Five Stage Personal Selling Process. Stage One - Prospecting. Prospecting is all about finding prospects‚ or potential new customers. Prospects should be ’qualified‚ ’ which means that they need to be assessed to see if there is business potential‚ otherwise you could be wasting your time. In order to qualify your prospects‚ one needs to: Plan a sales approach focused upon the needs of the customer. Determine which products or services best meet their needs. In order to save time‚ rank the
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INTRODUCTION 3 Industrial Selling Environment 3 Exogenous Variables: 3 Endogenous variables: 3 FOUNDATIONS OF PERSONAL SELLING: AN ORGANIZATION CUSTOMER FOCUS: 5 Promotion and role of personal selling: 7 Personal selling: the conceptual framework: 9 Stages of the selling process 9 Personal selling and Competition: 12 Scene 1: NEW FIRM‚ NEW PRODUCT LINE/MIX 13 Scene 2: NEW UNKNOWN FIRM AND OLD‚ ESTABLISHED PRODUCT CONCEPT 14 Scene 3: OLD FIRM‚ NEW PRODUCT-SERVICE 14 Scene 4: OLD FIRM‚ OLD PRODUCT/SERVICE
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The Selling Process Objectives Objections Why objections Types of objections Handling objections Closing the Sale When to close the sale How to close the sale Problems with closing the sale The Eight Steps of the Selling Process. Pre-Approach. Looking for customers and getting ready for the sale. Approaching the Customer. Greeting the customer face-to-face‚ or in the case of electronic sales‚ through a Live Discussion Thread or Live Chat.
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$10‚000 US‚ a public display that acknowledges the winner‚ a lapel pin that identifies them as the winner of a CEO Light & Warmth Award‚ and more ("HR & Training‚" 2017). 2. Identify the environmental‚ competitive and organizational forces in the global hospitality industry that are important for effective human resources management. Also‚ provide an example each from the last three years‚ of how two of the above forces have impacted a
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Environmental Factors of International Business By Walter Johnson‚ eHow Contributor Environmental factors for international business comprise the external relations a firm will face in going global. These include‚ most importantly‚ the economic‚ political and legal environments‚ each of these always entangled with the others. Basic Issues The central issues for the decision to go global are concerned with minimizing risk. A company‚ when considering the environment that it will deal with when entering
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place. We are a tourism-based economy. If we start having major issues because of acidification‚ that’s the livelihood of most people who live in the Keys." To further clarify‚ the coral reefs that are currently struggling to handle all of the harmful forces and acidification would create other factors that would cause unhealthy coral reefs. The reefs would start to corrode in the more acidic seas. Not to mention‚ the coral reefs draw approximately 4 million tourists each year and the most economically
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ENVIRONMENTAL FACTORS External environmental factors include sociocultural‚ Legal‚ Economic‚ Political‚ and Technology. The micro environment on the other hand comprises the industry and market. SOCIOCULTURAL FACTORS. Religion‚ education‚ ethnicity‚ education and language‚ age group‚ family‚ cross cultural differences. In 1978‚ the Chinese government introduced a birth control policy of one child per family. (Newsweek 2014) This in the long run will reduce both sales and labor availability
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The external factors that affect consumer choices can drastically affect the company’s performance. Therefore‚ marketers should take into account all those factors by tailoring and monitoring the possible changes that may affect the profit and their sustainability in the respective industries. Although‚ there are also internal factors that contribute in consumer choices; nevertheless‚ we will mainly focus on the external factors which is basically the external environment that can affect consumers
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objective Issues affecting walmart in external environment Most successful business start-ups are owned by believers and proponents of good strategic management‚ a regimented 7-stage discipline involving vision and mission development‚ external assessment‚ internal assessment‚ long-term objective setting‚ strategy identification and selection‚ strategy implementation‚ and performance evaluation. Well-meaning strategic management practitioners consider five (5) key external forces in doing the external
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THE EFFECTIVENESS OF PERSONAL SELLING IN THE DISTRIBUTION OF CONSUMER PRODUCT (A CASE STUDY OF INDOMIE) CHAPTER ONE- INTRODUCTION 1.1 BACKGROUND TO THE STUDY Personal selling is an ancient art‚ which has spawned a large literature and many principles. Effective salesperson have more than instruct‚ they are trained in a method of analysis customer interaction. Personal selling takes the form of oral presentation in a conversation with one or more prospective purchasers‚ for the purpose of making
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