ADMS 2200 Chapter Notes - Chapter 15: Personal Selling, Sales, E-Commerce

• School: York University
• Department: Administrative Studies
• Course: ADMS 2200
• Professor: Richard Patterson

Document Summary

Personal selling interpersonal inluence process involving a seller"s promoional presentaion conducted on a person-to-person basis with the buyer. personal selling must be able to: Focus on a customer"s situaion and needs and create soluions that meet those needs. Follow through and stay in touch before, during, and ater the sale. Know their own industry and their customers" industry, and have a irm grasp not only of their own irm"s capabiliies but also of their compeitors" abiliies. Work hard to exceed their customers" expectaions. Inside selling selling by phone, mail, and electronic commerce. Virtual sales team network of strategic partners, suppliers, and others who recommend a irm"s goods or services. The sales process: prospecing personal selling funcion of idenifying potenial customers. Qualifying determining a prospect"s needs, income, and purchase authority as a potenial customer: approach salesperson"s iniial contact with a prospecive customer.