Ch. 13 Notes
Ch. 13 Notes BUAD 332 001
Popular in CBM I: Demand Management
Popular in Business Administration
This 24 page Class Notes was uploaded by Morgan Notetaker on Tuesday November 17, 2015. The Class Notes belongs to BUAD 332 001 at University of Tennessee - Knoxville taught by Mark A Moon (P) in Summer 2015. Since its upload, it has received 38 views. For similar materials see CBM I: Demand Management in Business Administration at University of Tennessee - Knoxville.
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Date Created: 11/17/15
Clicker: One reason that a company will use personal selling as part of its marketing communication mix is that when using personal selling, the cost to influence one customer is quite low relative to other communication tools. FALSE (opinion question) 1 2 When Dr. Moon tells customers at IBM that an IBM computer might not be in their best interest, he is being an honest employee and customers trust him. 3 4 5 6 Example- DuPont has an inside sales force-experienced telemarketers sell complex chemical products by telephone 7 8 9 Clicker-The most popular way to compensate professional salespeople is: SALARY+SOMETHING (COMMISSION AND/OR BONUS). Not just salary, just commission or just a bonus. 10 CLICKER- If a company’s primary goal is to build long-lasting relationships with its large customers, how should the salespeople be paid? BASED WITH AN EMPHASIS ON SALARY. 11 Chapter 1 In sales, you have to be internally motivated. Page 12 Maximize—active selling, problem solving Minimize- personal downtime, travel time 13 14 Sales people do these 7 steps in order to be successful in interacting with customers. 15 Sales people have to be able to LISTEN and then talk about how they can satisfy customer needs. Listening is the most important. 16 17 18 Chapter 1 Page 19 Chapter 1 Page 20 If a company primarily uses consumer promotion, such as coupons, rather than trade promotions, such as “spifs” then that company is utilizing which promotional strategy? Pull 21 Chapter 1 Page 22 Chapter 1 Page 23 24
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