MKT 504 Chapter 5: MKT 504 - Chapter 5
22 Oct 2015
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Low satisfaction: competition, economic fluctuation, as market conditions change, existing customers might buy less or go out of business, other forms of attrition, some firms are acquired by another company, so the purchasing decision is, because customer bases are not permanent, salespeople should spend time prospecting on a out of their territory; they don"t make the purchasing decision anymore. regular basis, in order to generate the future revenue. Why buyers won"t see salespeople: they may have heard of the salesperson"s firm, they may have just bought the salesperson"s product category, and there is presently no need, buyers may have their own deadlines on other issues, and they are not in a receptive mood to see any salespeople, buyers are constantly getting calls from salespeople and do not have time to see them all, gatekeepers in any organization screen their bosses" calls and sometimes are curt and even rude.
