MARK 3337 Study Guide - Midterm Guide: Foreign Corrupt Practices Act, Uniform Commercial Code, Retail
13 Oct 2017
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------>>>>>major advances in manufacturing/transportation, strategic resources are capital & natural resources, defines business by its products/factories, sales success depends on meeting sales quotas. Outbound; calling customers (finance, insurance, customer service) Business-to-business: sale of a product to another member of the supply chain. User (you) (ex; verizon sells you internet & mobile data for personal use) Business goods channel: industrial salesppl, sales engineer, field salesppl, missionary salesppl. Knowledge workers; work effort is centered around creating, using, sharing, & applying knowledge. Range of employment opp. ( acct manager, sales consultant, sales associate) [chapter #2] [evolution of selling models that complement the. Holds that achieving organizational goals now depends on knowing the needs/wants of target markets & delivering desired products. Salesppl are in position to collect info on buyers needs. Mass markets goes into target markets, needs identification. Marketing niches are becoming common, emphasis on planning. Strategy is given as much attention as selling tactics. Value-conscious buyer primarily interested in price & convenience.
