MKT 340 Study Guide - Comprehensive Final Exam Guide - Logic, Trust Law, Time
20 Nov 2018
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Ii: perceptions of sales people are 96% negative. 95% negative; the law tends to be reactive instead of proactive. Sales people are the connections between the clients they represent and the company they represent 3. People never change their minds, they make a new decision based on new information. The more valuable the item, the more valuable the salesperson: 1. Provide information in both directions (to clients and to companies: some people sell to new while others sell to existing or continuing it is better to sell to new than to existing. Order takers: someone who works behind a cash registers, wears a uniform, etc. Order makers: people that act like small business owners. Field: go to their clients (more profitable because of less overhead) vs. Dependable: word is bond, no exceptions get in the habit of under promising and over delivering. Customer and product knowledge: (cid:449)he(cid:374) (cid:455)ou lo(cid:448)e (cid:449)hat (cid:455)ou do, (cid:455)ou"ll (cid:271)e good at it.
