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Chapter 1 for Professional Selling

by: Ariana Rios-Lobo

Chapter 1 for Professional Selling MARK 3337

Marketplace > University of Houston > Business > MARK 3337 > Chapter 1 for Professional Selling
Ariana Rios-Lobo
GPA 3.25

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About this Document

I shorten the notes as much as I could and added on anything professor Vandaveer said
Professional Selling
Amy Vandaveer
Class Notes
MARK, Professional Selling, MARK 3337, Marketing
25 ?




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This 3 page Class Notes was uploaded by Ariana Rios-Lobo on Friday January 29, 2016. The Class Notes belongs to MARK 3337 at University of Houston taught by Amy Vandaveer in Spring 2016. Since its upload, it has received 59 views. For similar materials see Professional Selling in Business at University of Houston.


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Date Created: 01/29/16
Selling today Personal Selling: definition (same process as interview)  Process:  Develop relationships  Discovering needs  Matching products with needs  Communicating benefits  Every step adds value Philosophy  3 prescriptions  Adopt the marketing concept  Value personal selling  become problem solver or partner  These are part of the Strategic/Consultative Selling Model Shift in Emphasis: The Information Age Gasoline  Industrial Economy (1860-1960) Steel  Make more faster Steam engine  Advances occur in manufacturing and transportationRailroads Units  Strategic resources are capital and natural resourElectricity  Business defines by its products and factories  Sales success depends on meeting sales quotas TV  Information economy (1960-2020) Remote control Microwave  Advances in information technology  Resource in information Smart phones PC/Mac  Businesses defined by customer relationships Internet  Sales success depends on adding value Streaming GPS Considerations: Future in Personal Selling employment opportunities   tasks= need variety of skills  manage time and activities  Above average financial and psychic income  Commissions… sales meetings  Opportunity for advancement  Opportunities for women Employment setting in selling today  Inside salespeople  Inbound- every retail environment  outbound- calling out to customers (financial planners)  Outside sales people o business outside of company o Higher commission rate  Both salespeople often work closely together B2B: business to business B2C: business to consumer Service Channel Employs 80% of US labor force Ex. Hotel, telecom, insurance, real estate Business goods channel  Both inside and outside sales  Sell something so somebody else can use it to make something  Not just raw good but industrial type of work (selling a valve to a business)  Ex. Industrial salespeople, sales engineer Consumer Goods Channel B2C sales Both retail and direct Ex. Automotive, jewelry, clothing, computer, and sales position to slaes Knowledge workers in the information age Knowledge workers: work effort is centered around creating, using, sharing, and applying knowledge  Managerial personnel  Professionals (accountants, consultants, lawyers)  Entrepreneurship  Marketing personnel Four sources: Corporate- based Training Commercial Vendors Certification programs Colleges and Universities


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