New User Special Price Expires in

Let's log you in.

Sign in with Facebook


Don't have a StudySoup account? Create one here!


Create a StudySoup account

Be part of our community, it's free to join!

Sign up with Facebook


Create your account
By creating an account you agree to StudySoup's terms and conditions and privacy policy

Already have a StudySoup account? Login here

Study Guide MKT 340

by: Harley Dante

Study Guide MKT 340 Mkt 340

Marketplace > University of Miami > Mkt 340 > Study Guide MKT 340
Harley Dante
GPA 3.86
Professional Selling
Ian Scharf

Almost Ready


These notes were just uploaded, and will be ready to view shortly.

Purchase these notes here, or revisit this page.

Either way, we'll remind you when they're ready :)

Preview These Notes for FREE

Get a free preview of these Notes, just enter your email below.

Unlock Preview
Unlock Preview

Preview these materials now for free

Why put in your email? Get access to more of this material and other relevant free materials for your school

View Preview

About this Document

This study guide elaborates on the notes of the first three classes of Marketing 340.
Professional Selling
Ian Scharf
Study Guide
50 ?




Popular in Professional Selling

Popular in Department

This 5 page Study Guide was uploaded by Harley Dante on Saturday February 7, 2015. The Study Guide belongs to Mkt 340 at University of Miami taught by Ian Scharf in Spring2015. Since its upload, it has received 129 views.

Similar to Mkt 340 at UM


Reviews for Study Guide MKT 340


Report this Material


What is Karma?


Karma is the currency of StudySoup.

You can buy or earn more Karma at anytime and redeem it for class notes, study guides, flashcards, and more!

Date Created: 02/07/15
U1C1 Intro to personal selling a Perceptions i 96 negative ii repeate in ZOO45 b why History amp barrier i historyconsumptionproduction 1 until stock mkt crash worldwide depression 1929 a people caught off guard no to pay for all manu Goods 2 193070 abuse in all major industry ii do a favor tell 3 people 1 something wrong te 10 people iii few barriers to entry you have people selling who never have should been c can it be changed i Yes but will take generations ii ndustriesmaigned those that do well do very well Selling amp salespeople a Why learn about it i Everyone sells 1 People never change their minds make new deicisions based on new info ii Marketing communication roe salespeople connection between client amp company 1 Face of company iii Role in marketing mix 1 Product price place promotion 2 Most expensivepersonal selling 3 Adv amp internet good at inform amp remind but struggle at persuasion b What do they do i Sell 1 Hunters mentality kill amp on to next ii Service 1 Farmers mentality live for the harvest iii Provide info c Describe salesjob i Newtell stories ii Continuingexisting iii Order taker some1 who works behind cash register uniform name tag quotcan I take your orderquot iv Order maker act like small biz owner amp runs it like a practice v Product vi Service non tangible 1 Goodbad at other a Different set of skills vii Field go to customer viii lnside cos to me ix Consumer sell to end user x Business sell to reseller d 7 characteristics of successful salespeople i motivated 1 externallymotivated by money power amp recognition 2 internallyset of standards above expectation a better in life b externals work for them ii dependable 1 workbond 2 underpromise overday iii ethical 1 by 10 or 11 ethical blueprint iv customer amp production knowledge 1 v exibility 1 functioning of maturity vi communication skills 1 good communication skills a take complex concept amp lets people know what that means 2 bad communication cant get time back vii emotionally intelligent human mobes 1 ability to anticipate before it happens 2 quotyou studied the watch while I stuied youquot a nd if he would take it b then win it e born vs made i Combination fo two but more towards made f Rewards i Independencecontrol of calendar 1 Selfemployed people who cant manage time will eventually end up working for another who can manage theirs ii Responsibilitycontrol own destiny 1 Not liability 2 Middle managers 1st to let go iii Financial 1 Top salesperson makes as much or more than ceo w ceo blessing iv Sales mgmt 1 St be salesperson 2 Toptypicaly not great 3 If you are truly greathard to translate lll Videoroerig amp Wallace a Salespersonnick parella b Do well i Product knowledge ii Time mgmt iii Stay positive iv Friendly v Hardworking vi Flexibility vii Motivated c lmprove d Monotone e Body language U1C2 Types of relationships a One time mkt exchangerelationship but don t go unles desperate b Functional attach ourselves to vendures i Ex Alienbuy again when already know ii Strategic partnershiprel so strong customer acts like on payroll for the corporation 1 Ex Buy stock advise all to buy commercials for free GOAL ll Chracteristics of successful a Trust i Dependable ii Compotent iii Customer oriented put yourself in other shoes iv Honest v Likable b Open communicationability to tell soem1 anything without fear of repercussions i Worst thing to do is liedisrespectful Common goals similar interests Commitment to mutual gain i Accomplish more together than a part ii Organizational support 1 More people believe in relationship besides 2 parties lll Evolution of personal selling an Production concept people will buy if readily available Product conceptpeple buy based on features c Sales concept people buy base don promotion that you spend i lncrease all 3 ignore customers d Marketing concept take total mkt amp divide into target markets amp provide offering for each e Partnering conceptfewer clients better service clients for life IV Company case new buyerold account amp 1 too many a 21 i 1st choicereject bC sales person cant exist for 100 years amp 100not signi cant Every1 is ii 2ncl choice iii 3rCI choicereject bC commodity same quality changed on price iv how can tanita avoid 1 Built relationship with all the whole acct a Didn t build relationship with employee that was promoted O39QJ b 22 i keep contract with new client haddock ii never client with that much power iii how handle damon 1 Next promotion give discount V How not to sell a Never closed script push aggressive b Too much talking c 8020 talk by salesperson i talk by prospect U1C2 l ethical issues in selling a salesmen represent 3 entities i company customer themselves b why the dilemma ll Relationships with customers a Deceptionomission b Bribes gifts entertainment i Given them staffset up temporary customers waiting for better office ii Tip to entertain 1 Physically present 2 Check for maximizing youre allowed ot spend 3 Use common sense don t be excessive c Special treatmentuethical for one customer to bene t at expense of another i Treat everyone well d Con dential info i Resist sharing ii Career die if ruin con dentiality e Backdoor selling i Once establish relationship with company its unethical for you to try to go around lll Relationships within the company a Forging expense accounts i Unwise because 1 Don t make money in sales by cheating company make money by helping client amp achieving goal 2 auditors look all day at expense accounts incentive to catch you 3 tell other people about itdangerous to lie about what doing


Buy Material

Are you sure you want to buy this material for

50 Karma

Buy Material

BOOM! Enjoy Your Free Notes!

We've added these Notes to your profile, click here to view them now.


You're already Subscribed!

Looks like you've already subscribed to StudySoup, you won't need to purchase another subscription to get this material. To access this material simply click 'View Full Document'

Why people love StudySoup

Steve Martinelli UC Los Angeles

"There's no way I would have passed my Organic Chemistry class this semester without the notes and study guides I got from StudySoup."

Amaris Trozzo George Washington University

"I made $350 in just two days after posting my first study guide."

Bentley McCaw University of Florida

"I was shooting for a perfect 4.0 GPA this semester. Having StudySoup as a study aid was critical to helping me achieve my goal...and I nailed it!"

Parker Thompson 500 Startups

"It's a great way for students to improve their educational experience and it seemed like a product that everybody wants, so all the people participating are winning."

Become an Elite Notetaker and start selling your notes online!

Refund Policy


All subscriptions to StudySoup are paid in full at the time of subscribing. To change your credit card information or to cancel your subscription, go to "Edit Settings". All credit card information will be available there. If you should decide to cancel your subscription, it will continue to be valid until the next payment period, as all payments for the current period were made in advance. For special circumstances, please email


StudySoup has more than 1 million course-specific study resources to help students study smarter. If you’re having trouble finding what you’re looking for, our customer support team can help you find what you need! Feel free to contact them here:

Recurring Subscriptions: If you have canceled your recurring subscription on the day of renewal and have not downloaded any documents, you may request a refund by submitting an email to

Satisfaction Guarantee: If you’re not satisfied with your subscription, you can contact us for further help. Contact must be made within 3 business days of your subscription purchase and your refund request will be subject for review.

Please Note: Refunds can never be provided more than 30 days after the initial purchase date regardless of your activity on the site.