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MKT 391 Ch 10 Notes

by: Lindsey Tillett

MKT 391 Ch 10 Notes MKT 391

Lindsey Tillett
GPA 4.0

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About this Document

Notes from Ch 10
Essentials of Selling
John Dietrich
Class Notes
25 ?




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This 1 page Class Notes was uploaded by Lindsey Tillett on Monday April 18, 2016. The Class Notes belongs to MKT 391 at Arizona State University taught by John Dietrich in Spring 2016. Since its upload, it has received 21 views. For similar materials see Essentials of Selling in Business at Arizona State University.

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Date Created: 04/18/16
MKT 391 CH 10 Self-Leadership Doing the right things And doing them well Survey of 1500 across 17 industries 38% use time to sell 39% inefficient 23% questions behavior, fb gossiping Top performers are selling 60% of the time 5 stages of self-leadership ***Goals and objections- desire/ outcome Analysis of the territory What’s our stagey to get there? Leveraging technology Assess and evaluate Realistic- possible but also pushes you (stretch goals) Specific and quantifiable $1million club Time specific- actual date Territory analysis Who exactly are they Where are they located? What do they buy? Why do they buy? Who is the decision maker? Profile- categorize] Strategy- the action items: the how behind the what Goals are set in concrete Strategy set in sand= they can chance Face time? 5-7 key touches per year Stage 4- technology CRM systems Sales force chatter Calendar in your phone- reminders


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