MKT 203 Lecture Notes - Lecture 4: Eye Contact, Positive Mental Attitude, Strategic Alliance
Document Summary
Chapter 1- developing a personal selling philosophy (12 question) Personal selling- involves person-to-person communication with a prospect. It is a process of developing relationships; discovering customer needs; matching appropriate products with those needs; and communicating benefits through informing, reminding or persuading. It occurs when a company rep. interacts directly with a customer or perspective customer to present information about a product of services. Personal selling philosophy- a salesperso(cid:374)(cid:859)s (cid:272)o(cid:373)(cid:373)it(cid:373)e(cid:374)t to adopt the (cid:373)arketi(cid:374)g (cid:272)o(cid:374)(cid:272)ept, (cid:448)alue personal selling, and assume the role of a problem solver or partner to help customers make informed and intelligent buying decisions. Product- should be broadly interpreted to encompass physical goods, information, services and ideas. Information economy- an economy where there is an emphasis on information processing. Selling 2. 0- information technology tools along with innovative sales practices used to create value for both buyers and sellers by improving the speed, collaboration, customer engagement, and accountability of the sales process.
