Chapter six Notes
Chapter six Notes MKT 353 Personal Selling
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This 1 page Class Notes was uploaded by Samantha Bressler on Friday October 7, 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 3 views. For similar materials see Personal Selling in Business Administration at College of the Ozarks.
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Date Created: 10/07/16
Chapter Six: 1. Prospect: somebody that might buy something from you. qualified prospect: has enough money, authority, desire, prosperity. networking, database, driving around, cold call, phone referrals are good or phoned customer customer that the sales person left preapproach be prepared to walk in page 217 and present 3. approaching/ presentation setting the appointment: by face to face or over the phone pg 220 call reluctance: people not wanting to contact a prospect or customer. steps to telephone appointment: plan and write down what you will say clearly identify yourself and your company briefly state the purpose of call brief sales message do not take o for an answer ask for an interview so that you can further explain product benefits phrase your appointment request as a question Gate keeper: answers phone to keep people away from the person to answer To get past the gate keeper: call after hours take charge and just ask build repore and become friends treat them with respect call the right time and find out who is in charge phone script: greeting: identity yourself purpose of call: list a reference/ benefits ask for appointment: 2 different times Cold calls possibly not seeing decision maker then or there make notes on back of business card who is decision maker when competitor or no programmer do they have any issues if being served