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Scope and Importance of Personal SellingIn the US, 14 million people are employed in sales positions, according to the department of labor.Sales personnel include stockbrokers, manufacturing sales representatives, real estate brokers etc. Most students in this class will have been employed as a sales person. Return to Contents Nature of Personal SellingGives marketers:
Types of Sales Persons
Elements of the Personal Selling ProcessNo 2 salespersons use exactly the same sales method, but it is generally a seven step process:
What is the single most important aspect of a sales presentation?The most effective sales presentation, which actually closes in sales, is the one that encourages a lot of feedback from the prospects. When you make a point in your presentation about your product/service, you can quickly ask the clients, 'Does this make sense to you'? or 'How would this idea apply to your business?
Which type of sales presentation format is commonly used for door to door sales?A sales pitch or elevator pitch is used to keep you organized and compelling in a conversation with a customer. You typically only have a few minutes when first knocking on someone's door to explain how your product or service can relieve their pain points.
What type of sales presentation that follows a standardized selling approach or based on a formula?With the persuasive selling method, the presentation follows a formula or outline. A typical outline for a persuasive selling presentation includes five steps.
Which presentation strategy is designed to influence a prospects beliefs and behavior?6 The major goal of the persuasive presentation strategy is to influence the prospect's beliefs, attitudes, or behavior and to encourage buyer action.
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