ETHICAL AND LEGAL ISSUES IN SELLING LEGAL ISSUES IN SELLING Consumer protection by the law is very much a twentieth-century phenomenon. Before that the prevailing attitude can be described by the phrase caveat emptor – let the buyer beware. Much of the legislation has been drawn up since 1970 when there was recognition that sellers […]
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SALES SETTING INTERNATIONAL SELLING APPROACH Companies contemplating entering overseas markets will need to develop specialist knowledge and expertise in these areas. Some sales managers feel that selling abroad is impossibly difficult, but most who try it see that, although it is ‘different’, it is no more demanding than selling in the home market. Success depends
TRAVELLING SALES PERSONNEL A travelling personnel is an individual moving door to door selling goods. Refers to an individual whose job is to travel to different places in a particular area and sell products or get orders from customers. DUTIES OF TRAVELLING SALES PERSONNEL. Assisting customers in selecting products. Answering questions about products. Keeping check
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SELLING AND MANAGING KEY/ MAJOR ACCOUNTS MAJOR/KEY ACCOUNT MANAGEMENT Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration and service. In order to receive key account status, a customer must have high sales potential.
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The Personal Selling Process The personal selling process is a logical sequence of eight steps. These steps are taken to deal with the prospective buyers. Presale preparation Prospecting Pre approach before interview Approaches to the customer Sales presentation Handling customer objectives Closing the sale Follow up action Pre sale preparation – In this stage, the
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Meaning and Definition of Personal Selling Personal selling refers to the use of speech and personal conviction to bring about some action on the part of another. Salesperson is a man who actually performs the personal selling. A salesperson in personal selling tries to persuade the prospect so that he can take a decision to
PREPARATION FOR SALES NEGOTIATIONS In addition to the factors outlined in the previous section, a sales negotiator will benefit by paying attention to the following additional factors during preparation. Assessment of the balance of power In the sales negotiation, seller and buyer will each be expecting to conclude a deal favorable to themselves. This balance
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PREPARATION FOR SALES The ability to think on one’s feet is of great benefit to salespeople, since they will be required to modify their sales presentation to suit the particular needs and problems of their various customers and to respond quickly to unusual objections and awkward questions. However, there is much to be gained by
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