MKT 3300 Lecture Notes - Lecture 16: Sales

• School: UT-Dallas
• Department: Marketing Management
• Course: MKT 3300
• Professor: Haworth Julie

Document Summary

Relationship selling is the practice of building ties to customers based on a salesperson"s attention and commitment to customer needs. Partnership selling practice buyers and sellers combine their expertise to create customized solutions. Order getter sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales and follow up. Sales process: prospecting, preapproach, approach, presentation, close, follow up. Prospecting stage: search for and qualify prospects. Preapproach stage: when to contact, international customs. Gather information and decide how to approach the prospect. Close stage: trial close, assumptive close, urgency close, final close. Sales plan formulation: setting objectives, organizing the salesforce, developing account management policies. Sales plan implementation: salesforce recruitment and selection, salesforce training, salesforce motivation and compensation. The sales plan statement describing what to be achieve and where and how. Setting objectives: scope, output related, input related, behaviorally related, competition related, serve as metrics.