Chapter 1 and 2
Chapter 1 and 2 MKT 353 Personal Selling
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This 2 page Class Notes was uploaded by Samantha Bressler on Sunday October 2, 2016. The Class Notes belongs to MKT 353 Personal Selling at College of the Ozarks taught by Mrs. Emily Emery in Fall 2016. Since its upload, it has received 8 views. For similar materials see Personal Selling in Business Administration at College of the Ozarks.
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Date Created: 10/02/16
Chapter one: Exhibit 1.3 on page 10 They are persistent Successful sales people are avid goal setters Great sales people ask quality questions Successful sales people listen Successful sales people are passionate Successful sales people are enthusiastic Successful sales people take responsibility for their results Successful sales people work hard Successful sales people keep in touch with their clients Successful sales people show value Interest in serving the customer improves as our selfinterest decreases. Traditional Salesperson: What we think of when we think of sales. Only in it for self interest. Professional Salesperson: Not a risk taker and broaden their way of working. Not taking advantage of client Golden Rule Salesperson: Do the right thing. Service is most important and money is to be shared. Confidence vs. Cowards: You have to be confident in what you are saying and it takes time to build that. Types of Sales jobs: Retail: sells goods or services to consumers for their personal, nonbusiness use. direct sellers sell facetoface to consumers who use the products for their personal use. Wholesaler: buy products from manufacturers and other wholesalers and sell to other organizations Manufacture: work for organizations producing the product Order taker vs. Order getter: Order getter goes out and hunting business. Order taker waits for the business to come to them. Practicing self control: If not practiced sales people can seem intimidating and guilting them into a sale. Proverbs 28:25 KPI: key performance indicator the next person to follow the sales person must keep up with what they sold first. Relationship selling: becoming a consultant to your customers instead of just a salesman. Find their needs instead of word vomiting the product on to them. Exhibit 1.11 on page 25 What does a professional salesperson do? Exhibit 1.13 on page 29 Chapter two: Social responsibility: managements obligations to others. Stakeholder is more interested in the company instead of its own benefits. Responsibilities of a company to a stakeholder: economic responsibility: to be profitable. legal responsibility: obey all laws. ethical responsibility: doing what's right. discretionary responsibility: anything contributing to the community and quality of life. Ethical dilemma: because ethical standards are not classified, disagreements and dilemmas about proper behavior often occur. 5 ethical considerations a sales manager has: level of sales pressure: you can get to a point of pushing your workers too hard. decisions affecting territory: designated areas that are assigned to sales people. If you cut a territory in half, then you lose half your sales. whether to be honest: when a sales person is struggling it is hard for managers to be honest with them. the ill sales person: how much help do you give a person who is struggling with drugs and alcohol. Act on corporate policy employee rights: termination at will: used to uphold the company's right to discharge its employees for poor performance. Make sure you document the process of termination at will. privacy and harassment: Salespeople's ethics in dealing with their employers: misusing company assets: giving away company product to friends instead for business gain. moonlighting: when you take on another endeavor while on the clock. When you use the company's time to sell your own product. cheating: can be in the form of overselling too many products to one person. affecting other sales people: remember that your actions affect your team. technology theft: sending personal emails on the company computers or taking the customer list to a competitor. Ethics in dealing with customers: Bribes: if you have to buy the sale or whatever it takes via products, money, or promises. Misrepresentation: a breach of warranty. a sales person makes a guarantee that does not live up to what they say. Price Discrimination: selling the same product at different prices to different people. Tiein sales: requiring the buyer to purchase products they don't need when they purchase what they do need. Exclusive dealership: a contract that only allows you to buy from them. Reciprocity: buying a product from someone as long as they buy from you. Sales Restrictions: the cooling off laws, the buyer has three days to back out. The unethical part is denying them the three day back out.
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