marketing

Pulling It All Together Provide an opening paragraph about sales and the importance of the function to an organization. Be sure to use a citation to let the reader know where you got the information. The introductory paragraph should be approximately 4 sentences in length. Be sure to delete instructions below submitting for grading. Chapter 1 What is personal selling? Define creating value according to our textbook Specially address CVP and the Personal Value Equation) List and describe the four sales communication methods. Chapter 2 Explain what ethical responsibilities salespeople have towards: Themselves: Their Organizations: Their Customers: Which laws apply to personal selling? Chapter 3 Explain why people buy. List the different types of customers. Describe how do organizations make purchasing decisions Chapter 4 Explain the importance of communication in personal sales What are some important things to remember when communicating via technology? Provide information regarding how a salesperson adjusts to accommodate cultural differences. Chapter 5 What is adaptive selling? Address the following after defining as required: Performance Feedback: Diagnostic Feedback: Social Style Matrix: Chapter 6 Provide an example of a sales person walking through each of the steps as highlighted within the graphic above. Describe how a sales person identifies prospects. Describe how a salesperson qualifies leads Chapter 7, 8, & 9 Provide some insight in regards to what the best practices are for the following: Planning a Sales Call: Makng the Sales Call: Stengthening the Presentation: Chapter 10 Discuss how a salesperson overcomes objections or reluctance. Chapter 11 Outline some best practices in regards to closing a sale. Chapter 12 What is neotiating? Why is the skill essential as part of the sales process? Chapter 13 Explain how a salesperson should go about building partnerships? Explain how a salesperson should go about building customer relationships?

Provide a closng paragraph about how you will apply the information learned within this course. The wrap up paragraph should be approximately 4 sentences in length. Be sure to delete instructions below submitting for grading.

Page 6