MKTG 3104 Chapter Notes - Chapter 19: Personal Selling, Sales Management, Cold Calling
14 Nov 2016
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Chapter 19: personal selling and sales management 11/14/2016 8:54:00 pm. They might discover potential leads by talking to current customers, doing research on the internet, or networking at events such as trade shows, industry conferences, or chamber of commerce meetings. Trade shows - these major events are attended by buyers who choose to be exposed to products and services offered by potential suppliers in an industry. Also offer an excellent forum for finding leads. Cold calls - a method of prospecting in which salespeople telephone or go to see potential customers without appointments. Telemarketing - similar to a cold call, but it always occurs over the telephone. Step 2: preapproach and the use of crm systems: preapproach - occurs prior to meeting the customer for the first time and extends the qualification of leads procedure described in step 1, customer relationship management (crm) system.
