Understanding Business
12th Edition
ISBN: 9781259929434
Author: William Nickels
Publisher: McGraw-Hill Education
expand_more
expand_more
format_list_bulleted
Question
Chapter 16.3, Problem 16.3AQ
Summary Introduction
To discuss: The steps to be taken to be more helpful for the customers in personal selling.
Introduction: When the products and services are sold personally to the customers, it is known as personal selling. The concept of personal selling lies around the expectations of the customer and wants customer satisfaction.
Expert Solution & Answer
Want to see the full answer?
Check out a sample textbook solution
Students have asked these similar questions
You work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about her/him. What step in the selling process is being carried out here? What is the importance of this step?
please give the reference where you get data to collect information about it.
If you were a salesman, what technique will you use to promote the sale of
expensive consumer products such as automobiles, cooking range or children’s
playground set?
There are many information sources on selling careers and career opportunities on the Internet. Two examples include Monster.com and CareerBuilder.com. Search the Internet for information on selling careers. Use your search engine to find career information on a pharmaceutical representative, Car salesperson, a field sales engineer, and a retail salesperson. Please outline the required skills for each of the category. Out of those, which one you think will be best suitable for you? Why?
Chapter 16 Solutions
Understanding Business
Ch. 16.2 - Prob. 16.2AQCh. 16.2 - Prob. 16.2BQCh. 16.2 - Prob. 16.2CQCh. 16.3 - Prob. 16.3AQCh. 16.3 - Prob. 16.3BQCh. 16.3 - Prob. 1TPCh. 16.3 - Prob. 2TPCh. 16.3 - Prob. 3TPCh. 16.4 - Prob. 16.4AQCh. 16.5 - Prob. 16.5AQ
Ch. 16.5 - Prob. 4TPCh. 16.5 - Prob. 5TPCh. 16.5 - Prob. 6TPCh. 16.6 - Prob. 16.6AQCh. 16.6 - Prob. 16.6BQCh. 16.6 - Prob. 7TPCh. 16.6 - Prob. 8TPCh. 16.6 - Prob. 9TPCh. 16 - Prob. 1CECh. 16 - Prob. 2CECh. 16 - Prob. 3CECh. 16 - Prob. 4CECh. 16 - Prob. 1CTCh. 16 - Prob. 2CTCh. 16 - Prob. 3CTCh. 16 - Prob. 4CTCh. 16 - Prob. 1DCSCh. 16 - Prob. 2DCSCh. 16 - Prob. 3DCSCh. 16 - Prob. 4DCSCh. 16 - Prob. 5DCSCh. 16 - Prob. 1PPTCh. 16 - Prob. 2PPTCh. 16 - Prob. 3PPTCh. 16 - Prob. 1VCCh. 16 - Prob. 2VCCh. 16 - Prob. 3VC
Knowledge Booster
Similar questions
- Choose a product that you might be interested in purchasing and that is sold on the Internet. Visit three websites and go through the process as if you were going to actually purchase the product. Which website was the best? Why? Which was the worst? Why? If you could create the perfect website, what features would it have?arrow_forwardSelect a retail store which you are familiar with that has a Web site on which it sells products or services similar to those it sells in its physical retail stores. Explore the web site and examine it carefully for features that indicate the level of service it provides. Using your experiences in the physical store and the review on the Web site, write an evaluation of the company’s touchpoint consistency.arrow_forwardA: Salespeople need someone to tell them when it's time to go to work because they don't know that if they don't work, they won't be earning. Is this statement true?arrow_forward
- Based on Previous work Experience: Sales consultant or Sales Advisor and Copy and Print Associate. Describe a time when you had to make a decision but you did not have all of the information at hand. What did you do?arrow_forwardYou have been given the task of recruiting a sales person for a new product line that your company wishes to sell. Using elements of the Selling Philosophy as your guide, write a job description for this sales person.arrow_forwardThink about trying out the computer hardware sales industry. In your opinion, new college grads are most suited to sell mainframes, supercomputers, or high-capacity storage systems. Why? What are the best reasons to pursue a career in selling computer hardware?arrow_forward
- Please provide relevant examples, theories and concepts learned in class. Explain the difference between the benefits and features of a product/ solution. Please provide relevant examples. Explain the discovery stage in the sales process and why this is important. Please provide an example of the types of questions you would ask a potential prospect. Explain the difference between consumer and business buyers.arrow_forwardFaced with a selling situation, do you have a sales orientation or a customer orientation?arrow_forwardis there any academic literature/articles about customer support and sales?arrow_forward
- Your company’s national sales manager has mandated that each salesperson must undergo training upon initially being hired and retraining every two years after that. You are very skeptical about training being of much value for seasoned salespeople who are performing well, and it’s frustrating and costly in terms of lost sales to pull them out of their territories for centralized training. Therefore, you’ve decided to do all the training of your experienced salespeople online via e-learning on your company’s intranet, so your salespeople can complete the programs on their own time after their normal working hours. You’ve heard that it’s best for the salespeople to interact with and learn from each other in their training, so you’ve encouraged the salespeople to contact each other to share perspectives. With the training budget money saved, you hold a party for all the salespeople who complete the e-learning on time and give special awards to those who score highest. In the first…arrow_forwardWhat type of information would you collect about your customers, and how would you use this information to increase the sales and profit of the store?arrow_forwardIf you are a sales representative of household cleaning products, what three (3) things will you emphasize in your product information?arrow_forward
arrow_back_ios
SEE MORE QUESTIONS
arrow_forward_ios
Recommended textbooks for you
Understanding BusinessManagementISBN:9781259929434Author:William NickelsPublisher:McGraw-Hill Education
Management (14th Edition)ManagementISBN:9780134527604Author:Stephen P. Robbins, Mary A. CoulterPublisher:PEARSON
Spreadsheet Modeling & Decision Analysis: A Pract...ManagementISBN:9781305947412Author:Cliff RagsdalePublisher:Cengage Learning
Management Information Systems: Managing The Digi...ManagementISBN:9780135191798Author:Kenneth C. Laudon, Jane P. LaudonPublisher:PEARSON
Business Essentials (12th Edition) (What's New in...ManagementISBN:9780134728391Author:Ronald J. Ebert, Ricky W. GriffinPublisher:PEARSON
Fundamentals of Management (10th Edition)ManagementISBN:9780134237473Author:Stephen P. Robbins, Mary A. Coulter, David A. De CenzoPublisher:PEARSON
Understanding Business
Management
ISBN:9781259929434
Author:William Nickels
Publisher:McGraw-Hill Education
Management (14th Edition)
Management
ISBN:9780134527604
Author:Stephen P. Robbins, Mary A. Coulter
Publisher:PEARSON
Spreadsheet Modeling & Decision Analysis: A Pract...
Management
ISBN:9781305947412
Author:Cliff Ragsdale
Publisher:Cengage Learning
Management Information Systems: Managing The Digi...
Management
ISBN:9780135191798
Author:Kenneth C. Laudon, Jane P. Laudon
Publisher:PEARSON
Business Essentials (12th Edition) (What's New in...
Management
ISBN:9780134728391
Author:Ronald J. Ebert, Ricky W. Griffin
Publisher:PEARSON
Fundamentals of Management (10th Edition)
Management
ISBN:9780134237473
Author:Stephen P. Robbins, Mary A. Coulter, David A. De Cenzo
Publisher:PEARSON