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Entrepreneurship
Mr. Bernstein
Organizing and Preparing a Sales Force, pp 278-287
November 2015
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EntrepreneurshipMr. Bernstein
Personal Selling vs. other Promotion MethodsEffective when pricing is negotiatedEffective when products are relatively complexThere is followup contact after the sale to build a
relationshipCustomers typically want specific and/or detailed
informationPurchases have high dollar amounts
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EntrepreneurshipMr. Bernstein
Staffing a Sales ForceFinders, Minders and Grinders
AKA Order Finders, Customer Service, and Order Takers
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EntrepreneurshipMr. Bernstein
Traits of Successful Sales PeopleHonesty and IntegrityGood listenerEnergeticOrganizedKnowledgeableProblem-solvingAlso listed in Glencoe, p 280: Follows through, Punctual,
Empathetic and PromptIs this you?...
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EntrepreneurshipMr. Bernstein
Providing Sales TrainingCompany KnowledgeProduct KnowledgeCustomer KnowledgeSelling Techniques – the Selling ProcessSelling Mechanics
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EntrepreneurshipMr. Bernstein
Steps in the Selling Process1. Prospecting2. Preapproach3. Approach4. Determining Needs5. Presentation6. Overcoming Objections7. Closing the Sale8. Suggestion Selling9. Closing Mechanics10. Follow-up