MKT 340 Lecture Notes - Lecture 1: Cash Register, Marketing Mix, Unit
24 Jun 2016
School
Department
Course
Professor
Document Summary
Perceptions of sales people: 96% of people in us had negative perceptions of sales people in 1960, fell to 95% in 2000. Why are the perceptions bad: history industrial revolution led to lots of production and consumption. Selling and salespeople: salespeople are conduits connection between the product they represent and the audience they are selling to. Has a big role in marketing and communication. Big role in the marketing mix (product, price, place, ***people never change their minds, they make a new decision based on new information: online selling typically is bad at persuasion. If you"re good at selling services you"re typically bad at selling products (and visa versa) . Different skill sets: selling out in the field go out to your clients. Typically more profitable because overhead is less expensive: selling inside clients come to you, consumer sellers selling to end user, business sellers selling to resellers, 7 characteristics of successful salespeople:
