Personal Selling & the Marketing Concept

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Personal Selling & The Marketing Concept Personal Selling - A Definition and a Philosophy Personal Selling is a process of developing relationships; discovering needs; matching the appropriate products with these needs; and communicating benefits through informing, reminding, or persuading. The development of a personal selling philosophy for the information age involves three prescriptions: 1) Adopt marketing concept. 2) Value personal selling. 3) Assume the role of a problem solver or partner in helping customers make buying decisions. Personal Selling as an Extension of the Marketing Concept When a business firm moves from a product orientation to consumer orientation, we say that it has adopted the marketing…show more content…
Develop a presentation strategy The presentation strategy is a well-developed plan that includes; i) Preparing the sales presentation objectives ii) Preparing the sales presentation plan that meet these objectives iii) Renewing one's commitment to providing outstanding customer service. Interrelate the basic strategies The relationship, product, and customer strategies all influence development of the presentation strategy. For e.g., one relationship-building practice might be developed for use during the initial face-to-face meeting with the customer and another for possible use during the negotiation of buyer resistance.Another relationship-building method might be developed for use after the sale is closed. Evolution of Partnering Partnering is a strategically developed, long-term relationship that solves the customer's problems. A successful long-term partnership is achieved when the salesperson is able to skillfully apply the four major strategies and thus add value in various ways. Successful sales professionals stay close to the customer and constantly search for new ways to add value. Many companies today are using some form of sales automation to enhance partnerships with customers. Sales automation is the term used to describe those technologies used to improve communications in a sales organization and to enhance customer responsiveness. Strategic Alliances - The Highest

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