MKTG 6 Study Guide - Final Guide: Sales Process Engineering, Accounts Receivable, Enumerated Type
Document Summary
Salespeople should only be concerned with sales revenue. In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker. Salespeople are oftentimes referred to as the revenue producers of the firm. A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm, Chapter 2 - building trust and sales ethics. 1-5 variables help salespeople earn a buyers trust. 6-13 knowledge bases help build trust and relationships. It is almost impossible for new salespeople to be perceived as trustworthy if they do not have an expertise in their field. It"s possible for someone to be candid but not honest. Salespeople need only be concerned with knowing the price of their products, and not their company"s pricing policies. For a salesperson, expertise is closely associated with knowledge of the market.
