Month: November 2021

SELLING AND MANAGING KEY/ MAJOR ACCOUNTS MAJOR/KEY ACCOUNT MANAGEMENT Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration and Read More …

The Personal Selling Process The personal selling process is a logical sequence of eight steps. These steps are taken to deal with the prospective buyers. Presale preparation Prospecting Pre approach before interview Approaches to the customer Sales presentation Handling customer Read More …

Meaning and Definition of Personal Selling Personal selling refers to the use of speech and personal conviction to bring about some action on the part of another. Salesperson is a man who actually performs the personal selling. A salesperson in Read More …

PREPARATION FOR SALES NEGOTIATIONS In addition to the factors outlined in the previous section, a sales negotiator will benefit by paying attention to the following additional factors during preparation. Assessment of the balance of power In the sales negotiation, seller Read More …

PREPARATION FOR SALES The ability to think on one’s feet is of great benefit to salespeople, since they will be required to modify their sales presentation to suit the particular needs and problems of their various customers and to respond Read More …

SALES RESPONSIBILITY AND PREPARATION SALES RESPONSIBILITIES. The primary responsibility of a salesperson is to conclude a sale successfully. This task will involve the identification of customer needs, presentation and demonstration, negotiation, handling objections and closing the sale. These skills will Read More …

SALES DISPLAY AND DEMONSTRATIONS Once the problems and needs of the buyer have been identified, the presentation follows as a natural consequence. The first question to be addressed is presentation of what? The preceding section has enabled the salesperson to Read More …

PROCESS OF SELLING This can be defined as the last step in chain of commerce where a buyer exchanges cash for a sellers good/service or the activity of trying to bring this about. Refers to give or handing over something Read More …

EMERGING TRENDS AND ISSUES IN  MARKETING Use of advanced technolog1y-computers;ict advancement Emergence of customer care services department to handle financial matters only. Tele marketing. Globalization-this is a process whereby different systems and parts of a related trade, function as a Read More …

SERVICE MARKETING Service refers to any act/performance that one party offers to another that is essentially intangible and does not result in the ownership of anything. SPECIAL CHARACTERISTICS OF SERVICES. Intangibility-services can not be seen, tasted, felt, heard or smelt. Read More …