MKT 504 Chapter Notes - Chapter 6: Jargon
Document Summary
Chapter 6 planning sales dialogues and presentations. Salespeople must invest a significant amount of time planning sales calls on new and existing customers: a sales call takes place when a salesperson and a buyer meet in person to discuss business. It typically happens in the customer"s place of business but could happen in the seller"s. Include scripted sales calls, and memorized and automated presentations. They can be complete and logically structured. The downside is that to not vary from buyer to buyer; they should be tested for effectiveness. The proposal is a complete self-contained sales presentation. Written proposals are often accompanied by sales calls before and after the proposal is submitted. Thorough customer assessment should take place before a customized proposal is written: writing effective proposals, why proposals fail: They address individual customer and different selling situations. They allow flexibility to adapt to buyer feedback. Lacking specifics: tips for writing a good proposal/sections to include, executive summary.
