MARKETING AND PROFESSIONAL SALES
INeal
mkt340Module1Spring2019.pptxMODULE 1
MKT 340
Dr. Hoyle
As it relates to selling - Position is your current status and degree of influence in the customer relationship
2
38
Position Progression Model
Preferred/Preferred Partner
Shared
Peripheral
Uncertain
Negative
3
42
Johari’s Window
S.P.E.R.O.
The Selling Process
A consistent 8 step cycle
For Thursday read Module 2 BE READY FOR A QUIZ OVER MODULES 1 & 2
7
38
