MKT 234 Study Guide - Final Guide: Video On Demand, Australian Council Of Trade Unions, Northwestern Mutual
Document Summary
Textbook chapters 5, 6, 7, 8 and 10. Northwestern mutual financial network (nmfn) chet bandy. *external sources: referrals, community contacts (friends & acquaintances) c, contact organizations, non-competing sales representatives, cultivate visible accounts. *internal sources: company records, directories, lists, etc, customer inquiries from advertising, phone/mail/web inquiries, *personal contact methods for prospecting, cold canvassing, cold calling, referrals c. The preapproach: gathering and studying precall information: obtaining precall information on the buyer, pre-call information should be used to develop a link with the prospect and eventually to tailor the presentation to fit the buyer"s needs. It can take many sales calls and months to gather all the useful information a salesperson needs. 2: *gathering information on the prospect"s organization, gathering information about the prospect"s company helps salespeople better understand the environment in which they will be working, example of information to gather: a.
