Principles of Marketing

Saylor URL: http://www.saylor.org/books Saylor.org Aplicor is a computer software program that enables salespeople to capture an ...

Saylor URL: http://www.saylor.org/books Saylor.org Trade Salespeople A trade salesperson is someone who calls on retailers and h ...

Saylor URL: http://www.saylor.org/books Saylor.org insurance or financial services salespeople, or cosmetic salespeople such as ...

Saylor URL: http://www.saylor.org/books Saylor.org Taylor Bergstrom, a Baylor University graduate, began his career as a sales r ...

Saylor URL: http://www.saylor.org/books Saylor.org 13.2 Customer Relationships and Selling Strategies LEARNING OBJECTIVES Under ...

Saylor URL: http://www.saylor.org/books Saylor.org Figure 13.4 Firms can often achieve economies of scale, such as lower deliver ...

Saylor URL: http://www.saylor.org/books Saylor.org Types of Sales Relationships Think about the relationships you have with your ...

Saylor URL: http://www.saylor.org/books Saylor.org Affiliative selling relationships are more likely to occur when the buyer nee ...

Saylor URL: http://www.saylor.org/books Saylor.org engineer may spend time with Boeing engineers simply educating them on a new ...

Saylor URL: http://www.saylor.org/books Saylor.org National Cash Register, now NCR, was one of the first companies to profession ...

Saylor URL: http://www.saylor.org/books Saylor.org Strategic-Partner Selling When the quality of the relationship between the bu ...

Saylor URL: http://www.saylor.org/books Saylor.org Figure 13.8 The Typical Sales Process A typical sales process starts with the ...

Saylor URL: http://www.saylor.org/books Saylor.org Objections are concerns or reasons not to continue that are raised by the buy ...

Saylor URL: http://www.saylor.org/books Saylor.org relationships. For example, the same questioning techniques used in needs-sat ...

Saylor URL: http://www.saylor.org/books Saylor.org The Sales Cycle A key component in the effectiveness of salespeople is the sa ...

Saylor URL: http://www.saylor.org/books Saylor.org Once the purchase has been made, the sales cycle is complete. If the relation ...

Saylor URL: http://www.saylor.org/books Saylor.org sales calls he has to make each day or week to generate a sale and how many c ...

Saylor URL: http://www.saylor.org/books Saylor.org Another important metric used by many salespeople is how much money they will ...

Saylor URL: http://www.saylor.org/books Saylor.org Time is yet another element that sales managers look at. If the firm’s sales ...

Saylor URL: http://www.saylor.org/books Saylor.org Tables such as this provide information that managers use to evaluate sales p ...