Person J’s action on personal selling process. Introduction: A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Question

Want to see more full solutions like this?

Answer 1

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Want to see more full solutions like this?

Subscribe now to access step-by-step solutions to millions of textbook problems written by subject matter experts!

Students have asked these similar questions

Mr.Abdul is a sales manager of Oman Foods Company. Which one of the following is the best reason that makes him continuously focus on reviewing and evaluating sales performance? a. To determine how many calls a salesperson makes b. To complete sales performance reviews c. To adjust with changing customer needs and modify strategic sales program d. To adapt pricing changes

1. It is form of performance standard which includes the behavioral part of the salesforce, such as handling customer relation problem. * a. Customer relations b. Non-qualitative performance standards c. Qualitative performance standard d. Quantitative performance standard 2. Mary hopes to sell 10,000 pieces of chrysanthemum last November but she was able to sell 15,000 chrysanthemum. Her chrysanthemum is sold at 20 pesos each. Her total expenses was 150,000, hence, cost per unit is 15.00. What was her sales volume variance? * a. 15,000 b. 25,000 c. 75,000 d. 100,000

10- Sales organization consists of human beings or persons working together to effectively market products manufactured by the firm or the products purchased for resale. From the following, analyze the statement which is not relevant to the sales organization. a. A sales organization has a number of departments b. Systematic execution of plans is not possible in a sales organization c. It is a foundation for effective sales planning and sales policies d. It has a planned and well-coordinated structure

Answer 2

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Want to see more full solutions like this?

Subscribe now to access step-by-step solutions to millions of textbook problems written by subject matter experts!

Answer 3

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Want to see more full solutions like this?

Subscribe now to access step-by-step solutions to millions of textbook problems written by subject matter experts!

Answer 4

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Want to see more full solutions like this?

Subscribe now to access step-by-step solutions to millions of textbook problems written by subject matter experts!

Answer 5

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Answer 6

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Answer 7

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Answer 8

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.