MKTG 313 Study Guide - Quiz Guide: Customer Relationship Management, Social Class, Role Model
marketing 313
Personal selling
Company representative interacts directly with a customer to present information about
product/service
How does information age affect selling?
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What are the rewards of careers in selling?
Wide range of employment
Above average income
Freedom to manage ones time
Opportunity for advancement
What employment settings exist in selling?
Inside salespeople- perform selling activities at the employers location
Outside salespeople-Travel meet prospects and customers in their places of business or
residence
In what way is selling a master skill?
People spend 40% of time in "nonsales selling"
Knowledge workers are focused on creating, using, sharing, and applying knowledge
What are the major sources of sales training?
-Solution selling
-Intergrity selling
-Spin selling
-Strategic selling
In what way is personal selling extended from the marketing concept?
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How has consultative selling evolved?
-Extension of the marketing concept
-Emphasizes need identification
-Salesperson plays role of consultant
-Negotiation over manipulation
What are the four broad strategic areas in the Strategic/Consultative selling model?
-Relationship Strategy
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-Product strategy
-Customer strategy
-Presentation strategy
How are partnerships developed?
Initial sale-Repeat Sale- Successive Sales
How do value-added selling strategies relate to personal selling?
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Relationship strategy
Securing relationships
developing relationships
maintaining relationships
Product strategy
helps salespeople make correct decisions concerning the selection and positioning of products
to meet identified customer needs
Customer strategy
Plan that results in maximum responsiveness to the customers needs
Presentation strategy
well developed plan for meeting objectives for each sales call
What issues challenge the ethical decision making of salespeople?
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What factors influence the ethical conduct of salespeople?
-Role model provided by top management
-Company policies and practices
-Personal values of a salesperson
How does ethical decision making influence partnering?
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What guidelines can people use to develop a person code of ethics?
-Relationship comes first, task second
-Be honest with yourself and others
-Remeber selling must be viewed as an exchange of value
How do partnering relationships add value?
Empathizers have the ability to imagine themselves in someone else's position and understand
what that person is feeling
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