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cjeffrey
on FreezingBlue Flashcards.
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Sells goods or services to consumers, personal, non-business use
selling in retail
manager of Lulu Lemon store
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Face to face or telephone sales to consumers who use products for their personal use
direct sellers
cosmetics
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For resale, for use in producing other goods, for use within an organization
selling for a wholesaler
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Works for the firm who manufactures the product, one of the more prestigious to hold
Selling for a manufacturer
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Sales Clerkes - Sales reps - technical reps - business solutions specialists - key account reps - and top reps
Order takers ------------------ Order givers
$27,000 $100,000+
Seven sales job categories
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Reasons to go into sales..
- wide variety of careers
- freedom of being on your own
- opportunity for advancement
- financial rewards
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Intrinsic reward of knowing you're skill full
quicker path to managing large amounts of responsibility, different kinds of incentives, ex. trips and gifts
Non-financial rewards
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Higher average than that of other workers at the same level within the organization
Based upon performance
Financial rewards
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Goal: long-term relationship
Non adversarial
Non manipulative
Consultative
Partnering
Problem-solving
Relationship selling
You must be able to build relationships
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What does a professional salesperson do?
- creates new customers
- sells more to present customers
- builds long-term relationships
- provides solutions
- provides services
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Creating customers for tomorrow
-customer loyalty
-committed relationships
Relationship marketing
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3 Types of Relationship Marketing.
- Transactional selling
- Relationship selling
- Partnering
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80/20 Rule?
80% of sales is generated from 20% of customers
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The sales process is a sequential series of actions.. name them (10)
Prospecting, pre-approaching, approach, presentation, trial close, objections, meet objections, trial close, close, follow-up & service
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