MKT 3427- Final Exam Guide - Comprehensive Notes for the exam ( 57 pages long!)
Document Summary
As a salesperso(cid:374) (cid:455)ou ha(cid:448)e to add so(cid:373)ethi(cid:374)g to that (cid:272)usto(cid:373)ers e(cid:454)perie(cid:374)(cid:272)e or there"s (cid:374)o. Arms lengths transaction- (cid:455)ou"re giving a person money the(cid:455)"re giving you the good, you pay you leave at a gas station on a road trip, no brand loyalty or company loyalty. A process that adds value: if you were to take the salesperson out of the equation what would be lost reaso(cid:374) the(cid:455)"ll (cid:271)u(cid:455) it from you. Business is defined by its product and factories. Psychic income= job recognition, job incentives, competition, motivation, etc. Amazon is killing traditional retail people getting annoyed with boxes, amazon making pop up stores. Knowledge workers- accountants, lawyers, using knowledge as their currency. Moved from peddling to long term relationships, consultative selling, and value added partnering. Started personal selling in era of persuador stage. Snake oil salesperson- salesman would peddle their trolleys and peddle snake oil/medicine door to door. Salesperson trying to solve problem that customer has.
