68 Preapproach PPTs View free & download

Exhibit 81: The Preapproach Involves Planning the Sales Presentation PowerPoint PPT Presentation

Exhibit 81: The Preapproach Involves Planning the Sales Presentation - Why am I going into the customers office? To present my product ... Contests. Coupons. Samples. 4. Trade Shows. 3. Sales Force. Working with salespeople. 8-9 ...

Why am I going into the customers office? To present my product ... Contests. Coupons. Samples. 4. Trade Shows. 3. Sales Force. Working with salespeople. 8-9 ...

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Overview of Personal Selling PowerPoint PPT Presentation

Overview of Personal Selling - Overview of Personal Selling ... Sales is a process focusing on ... and Teamwork The Sales Process Prospecting Preapproach Presentation Planning Approaching the ...

Overview of Personal Selling ... Sales is a process focusing on ... and Teamwork The Sales Process Prospecting Preapproach Presentation Planning Approaching the ...

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Direct%20Marketing%20and%20Interactive%20Communications PowerPoint PPT Presentation

Direct%20Marketing%20and%20Interactive%20Communications - ... Selling The Process of Personal Selling Attaining Knowledge Prospecting Preapproach Approach Sales Presentation Follow-up Sales Management Activities 1.) Planning 2.)

... Selling The Process of Personal Selling Attaining Knowledge Prospecting Preapproach Approach Sales Presentation Follow-up Sales Management Activities 1.) Planning 2.)

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Closing the Sale PowerPoint PPT Presentation

Closing the Sale - Chapter 17 Closing the Sale & Following Up The Steps of a Sale Preapproach (14) Approaching the Customer (14) Determining needs (15) Presenting the product (15 ...

Chapter 17 Closing the Sale & Following Up The Steps of a Sale Preapproach (14) Approaching the Customer (14) Determining needs (15) Presenting the product (15 ...

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Prospecting - Locating and qualifying prospects. 2. Preapproach. Obtaining interview. Planning: determining sales call objective, developing customer profile, ...

Locating and qualifying prospects. 2. Preapproach. Obtaining interview. Planning: determining sales call objective, developing customer profile, ...

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Approaching the Customer PowerPoint PPT Presentation

Approaching the Customer - ... I would like to show you a copy of your sales ... Discuss steps of preapproach Explain canned versus ... Strategic planning for the ...

... I would like to show you a copy of your sales ... Discuss steps of preapproach Explain canned versus ... Strategic planning for the ...

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Section 12.2 Preparing for the Sale PowerPoint PPT Presentation

Section 12.2 Preparing for the Sale - Title: PowerPoint Presentation Author: Brian Last modified by: None Created Date: 2/23/2001 4:09:46 PM Document presentation format: On-screen Show

Title: PowerPoint Presentation Author: Brian Last modified by: None Created Date: 2/23/2001 4:09:46 PM Document presentation format: On-screen Show

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Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling PowerPoint PPT Presentation

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling - Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling Course Instructor: Kanwal Gurleen Lecturer, LSB

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling Course Instructor: Kanwal Gurleen Lecturer, LSB

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MARKETING PLAN: How to Gauge Marketing Performance PowerPoint PPT Presentation

MARKETING PLAN: How to Gauge Marketing Performance - MARKETING PLAN: How to Gauge Marketing Performance 19-* The Communication Effects Pyramid Use 5% Trial 20% Preference 25% Liking 40% Knowledge ...

MARKETING PLAN: How to Gauge Marketing Performance 19-* The Communication Effects Pyramid Use 5% Trial 20% Preference 25% Liking 40% Knowledge ...

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MARKETING PLAN: How to Gauge Marketing Performance - Title: KotlerMM_ch19 Author: Tracy Tuten Ryan Last modified by: Michael Basil Created Date: 5/13/2003 4:21:51 PM Document presentation format: On-screen Show (4:3)

Title: KotlerMM_ch19 Author: Tracy Tuten Ryan Last modified by: Michael Basil Created Date: 5/13/2003 4:21:51 PM Document presentation format: On-screen Show (4:3)

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Prospecting Overview PowerPoint PPT Presentation

Prospecting Overview - Be prepared with a list of names. Work without interruption. Call during off-peak hours. Vary your call times. Be organized; keep records ...

Be prepared with a list of names. Work without interruption. Call during off-peak hours. Vary your call times. Be organized; keep records ...

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Personal selling is direct personal interactions between PowerPoint PPT Presentation

Personal selling is direct personal interactions between - Personal selling is direct personal interactions between a salesperson and a potential buyer.

Personal selling is direct personal interactions between a salesperson and a potential buyer.

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Professor Chip Besio PowerPoint PPT Presentation

Professor Chip Besio - Sales Management ... Evidence Proof benefit will be realized Personal Selling Handling Objections Acknowledge and Convert Postpone Agree and Neutralize Acceptance ...

Sales Management ... Evidence Proof benefit will be realized Personal Selling Handling Objections Acknowledge and Convert Postpone Agree and Neutralize Acceptance ...

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n Chapter 13 Initiating the Sale PowerPoint PPT Presentation

n Chapter 13 Initiating the Sale - Marketing Essentials n Chapter 13 Initiating the Sale Section 13.2 Determining Needs in Sales 1 SECTION 13.2 What You'll Learn Why determining needs is an essential ...

Marketing Essentials n Chapter 13 Initiating the Sale Section 13.2 Determining Needs in Sales 1 SECTION 13.2 What You'll Learn Why determining needs is an essential ...

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Section 13.1 The Sales Process PowerPoint PPT Presentation

Section 13.1 The Sales Process - Marketing Essentials n Chapter 13 Initiating the Sale Section 13.1 The Sales Process 1 SECTION 13.1 What You'll Learn The seven steps of a sale The importance and ...

Marketing Essentials n Chapter 13 Initiating the Sale Section 13.1 The Sales Process 1 SECTION 13.1 What You'll Learn The seven steps of a sale The importance and ...

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Section 13.1 The Sales Process - Marketing Essentials n Chapter 13 Initiating the Sale Section 13.1 The Sales Process * * SECTION 13.1 What You'll Learn The seven steps of a sale The importance and ...

Marketing Essentials n Chapter 13 Initiating the Sale Section 13.1 The Sales Process * * SECTION 13.1 What You'll Learn The seven steps of a sale The importance and ...

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CHAPTER 14 Sales Promotion, Personal Selling, PowerPoint PPT Presentation

CHAPTER 14 Sales Promotion, Personal Selling, - Approaches to Personal Selling. Transactional Marketing. The Hard Sell. Discrete transactions ... Hard selling has evolved to relationship selling. Is the hard ...

Approaches to Personal Selling. Transactional Marketing. The Hard Sell. Discrete transactions ... Hard selling has evolved to relationship selling. Is the hard ...

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PERSONAL SELLING PowerPoint PPT Presentation

PERSONAL SELLING - MANAGING THE SALES FORCE. RECRUITING & SELECTING. TRAINING. SUPERVISING. NORMS. CUSTOMERS ... SALES QUOTAS. SUPPLEMENTARY. EVALUATION. SOURCES OF INFO. FORMAL ...

MANAGING THE SALES FORCE. RECRUITING & SELECTING. TRAINING. SUPERVISING. NORMS. CUSTOMERS ... SALES QUOTAS. SUPPLEMENTARY. EVALUATION. SOURCES OF INFO. FORMAL ...

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Communication Styles: Managing Selling Relationships PowerPoint PPT Presentation

Communication Styles: Managing Selling Relationships - CHAPTER Selling Today 10th Edition Manning and Reece 4 Communication Styles: Managing Selling Relationships Learning Objectives Discuss communication-style bias and ...

CHAPTER Selling Today 10th Edition Manning and Reece 4 Communication Styles: Managing Selling Relationships Learning Objectives Discuss communication-style bias and ...

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PERSONAL SELLING AND SALES MANAGEMENT PowerPoint PPT Presentation

PERSONAL SELLING AND SALES MANAGEMENT - refute objection with clear facts. Personal Selling: Close ... the presentation to fit the selling situation, such as knowing when to offer ...

refute objection with clear facts. Personal Selling: Close ... the presentation to fit the selling situation, such as knowing when to offer ...

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Personal Selling - Close. Follow-Up ... in the television department of Circuit City. ... Close. Involves obtaining a purchase commitment from the prospect. Buying ...

Close. Follow-Up ... in the television department of Circuit City. ... Close. Involves obtaining a purchase commitment from the prospect. Buying ...

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Chapter 8 Producing and Marketing Goods and Services PowerPoint PPT Presentation

Chapter 8 Producing and Marketing Goods and Services - Chapter 8 Producing and Marketing Goods and Services Marketing Marketing all of the activities used to insure the effective exchange of goods and services between ...

Chapter 8 Producing and Marketing Goods and Services Marketing Marketing all of the activities used to insure the effective exchange of goods and services between ...

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Jeopardy - ... transmission and extended warranty which is a tangible ... What brand of auto is 'Different' Dodge. 39. Identify the eight steps of a sale in order. ...

... transmission and extended warranty which is a tangible ... What brand of auto is 'Different' Dodge. 39. Identify the eight steps of a sale in order. ...

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Fundamentals of Selling PowerPoint PPT Presentation

Fundamentals of Selling - Don't Mistreat the Referral. Mistreatment can have a ripple effect. The mistreated referral tells your customer you may lose both! ...

Don't Mistreat the Referral. Mistreatment can have a ripple effect. The mistreated referral tells your customer you may lose both! ...

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Personal Selling and Sales Management - Most salespeople are well-educated, well-trained professionals ... Order taker (department store salesperson) Order getter (someone engaged in creative selling) ...

Most salespeople are well-educated, well-trained professionals ... Order taker (department store salesperson) Order getter (someone engaged in creative selling) ...

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Retailing Chapter 2 PowerPoint PPT Presentation

Retailing Chapter 2 - Retailing Chapter 2 - Hatboro-Horsham School District

Retailing Chapter 2 - Hatboro-Horsham School District

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Fundamentals of Selling - Title: Fundamentals of Selling Subject: Chapter 1 Author: Bill Daley Last modified by: futrell Created Date: 4/2/2001 5:08:39 PM Document presentation format

Title: Fundamentals of Selling Subject: Chapter 1 Author: Bill Daley Last modified by: futrell Created Date: 4/2/2001 5:08:39 PM Document presentation format

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Personal Selling and Sales Management - Personal Selling and Sales Management Chapter 17 Introduction to Sales Personnel Importance of personal sales: Direct link to the customer Most customers see the ...

Personal Selling and Sales Management Chapter 17 Introduction to Sales Personnel Importance of personal sales: Direct link to the customer Most customers see the ...

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Introduction to Business Chapter 8 Producing and Marketing Goods and Services PowerPoint PPT Presentation

Introduction to Business Chapter 8 Producing and Marketing Goods and Services - Introduction to Business Chapter 8 Producing and Marketing Goods and Services Essential Question: How are goods and services produced for, and marketed to the consumer?

Introduction to Business Chapter 8 Producing and Marketing Goods and Services Essential Question: How are goods and services produced for, and marketed to the consumer?

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Section 13'1 The Sales Process - the salesperson makes a comment or asks questions about a product in which the ... Maintain good eye contact. Provide verbal and nonverbal feedback. ...

the salesperson makes a comment or asks questions about a product in which the ... Maintain good eye contact. Provide verbal and nonverbal feedback. ...

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Internet Advertising and Promotion PowerPoint PPT Presentation

Internet Advertising and Promotion - Integrated marketing communications combines all the ... Carnival Cruise Lines. Revlon, Pepsi. American Express. L'Oreal. 16-24. Top Sports Endorsers ...

Integrated marketing communications combines all the ... Carnival Cruise Lines. Revlon, Pepsi. American Express. L'Oreal. 16-24. Top Sports Endorsers ...

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n Chapter 12 Preparing for the Sale PowerPoint PPT Presentation

n Chapter 12 Preparing for the Sale - to increase productivity. Chapter 12 n Preparing for the Sale. 8. SECTION 12.1. Selling ... Study their products. Keep abreast of industry trends. Research ...

to increase productivity. Chapter 12 n Preparing for the Sale. 8. SECTION 12.1. Selling ... Study their products. Keep abreast of industry trends. Research ...

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Integrated Marketing Communication: Personal Selling and Direct Marketing PowerPoint PPT Presentation

Integrated Marketing Communication: Personal Selling and Direct Marketing - Title: Creative Selling Author: Dr. Karen E. James Last modified by: maurizio Created Date: 11/18/2002 5:23:22 AM Document presentation format: Presentazione su schermo

Title: Creative Selling Author: Dr. Karen E. James Last modified by: maurizio Created Date: 11/18/2002 5:23:22 AM Document presentation format: Presentazione su schermo

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Communication Styles: Managing Selling Relationships - More informal. FIGURE. 4.2. 4-14. Emotive Style. FIGURE. 4.4. 4-15 ... Encourages informality. Expresses emotional. opinions. 4-16. Directive Style. FIGURE. 4.5 ...

More informal. FIGURE. 4.2. 4-14. Emotive Style. FIGURE. 4.4. 4-15 ... Encourages informality. Expresses emotional. opinions. 4-16. Directive Style. FIGURE. 4.5 ...

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Sales Promotion, Public Relations, and Personal Selling PowerPoint PPT Presentation

Sales Promotion, Public Relations, and Personal Selling - More marketing $ are now spent on sales promotions than on advertising, due to: ... AIDA. Post-purchase services. The Sales Process. Prospecting. Identify prospects ...

More marketing $ are now spent on sales promotions than on advertising, due to: ... AIDA. Post-purchase services. The Sales Process. Prospecting. Identify prospects ...

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Integrated Marketing Communication: Personal Selling and Direct Marketing - Integrated Marketing Communication: Personal Selling and Direct Marketing Chapters 17 Road Map: Previewing the Concepts Discuss the role of a company s salespeople ...

Integrated Marketing Communication: Personal Selling and Direct Marketing Chapters 17 Road Map: Previewing the Concepts Discuss the role of a company s salespeople ...

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Fundamentals of Selling - ABC s of Selling 12th Edition Charles M. Futrell * * * * * * * * * * * * * * * * * Appendix: The Golden Rule of Personal Selling as Told By a Salesperson The Golden ...

ABC s of Selling 12th Edition Charles M. Futrell * * * * * * * * * * * * * * * * * Appendix: The Golden Rule of Personal Selling as Told By a Salesperson The Golden ...

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How are sales people organized PowerPoint PPT Presentation

How are sales people organized - Good for technically complex, unrelated and numerous products ... 3. Agree and show that objection is unimportant: 'I agree the price is high. ...

Good for technically complex, unrelated and numerous products ... 3. Agree and show that objection is unimportant: 'I agree the price is high. ...

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Integrated Marketing Communications: Personal Selling and Direct Marketing PowerPoint PPT Presentation

Integrated Marketing Communications: Personal Selling and Direct Marketing - Road Map: Previewing the Concepts. Discuss the role of a company's salespeople in creating value for customers and ... Identify and explain the six major sales ...

Road Map: Previewing the Concepts. Discuss the role of a company's salespeople in creating value for customers and ... Identify and explain the six major sales ...

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Sixteen - 'See the USA in your Chevrolet' 'I wish I were an Oscar ... Cindy Crawford. Jerry Seinfield. Cybil Shepherd. Product(s) Sprint. Jell-O. Carnival Cruise Lines ...

'See the USA in your Chevrolet' 'I wish I were an Oscar ... Cindy Crawford. Jerry Seinfield. Cybil Shepherd. Product(s) Sprint. Jell-O. Carnival Cruise Lines ...

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Student PowerPoint Slides for Chapter 14 PowerPoint PPT Presentation

Student PowerPoint Slides for Chapter 14 - Best Buy. Advertising. Dual Channel Complementary 2 ... Era of Wal-Mart and other big-box chain stores. 5. Choice of the modes of transportation ...

Best Buy. Advertising. Dual Channel Complementary 2 ... Era of Wal-Mart and other big-box chain stores. 5. Choice of the modes of transportation ...

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Marketing Strategy & Planning (601) E-Commerce and Marketing Strategy – Will the Internet Change Everything? by Dr. Bert Rosenbloom Professor of Marketing and Rauth Chair in Electronic Commerce - Marketing Strategy & Planning (601) E-Commerce and Marketing Strategy Will the Internet Change Everything? by Dr. Bert Rosenbloom Professor of Marketing and

Marketing Strategy & Planning (601) E-Commerce and Marketing Strategy Will the Internet Change Everything? by Dr. Bert Rosenbloom Professor of Marketing and

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Integrated Marketing Communications: Personal Selling and Direct Marketing - Classified Ads. Employment Agencies. Current Salespeople ... Inbound numbers provide a toll-free number to receive orders. Direct-Mail Marketing ...

Classified Ads. Employment Agencies. Current Salespeople ... Inbound numbers provide a toll-free number to receive orders. Direct-Mail Marketing ...

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Prospecting - How can the organization's promotional program be used in prospecting? ... doctor of the revolutionary anti-clogging mechanism that has been incorporated ...

How can the organization's promotional program be used in prospecting? ... doctor of the revolutionary anti-clogging mechanism that has been incorporated ...

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Principles of Marketing PowerPoint PPT Presentation

Principles of Marketing - Goals: Information, Persuasion, Reminder. Consumer Considerations: AIETA Model. Target ... coupons -rebates -price packs -premiums. Sales Promotion -patronage ...

Goals: Information, Persuasion, Reminder. Consumer Considerations: AIETA Model. Target ... coupons -rebates -price packs -premiums. Sales Promotion -patronage ...

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Personal Selling and Direct Marketing PowerPoint PPT Presentation

Personal Selling and Direct Marketing - 16 - 3. Personal Selling. The Nature of Personal Selling ... Annual call plans and time-and-duty analysis can help provide direction ...

16 - 3. Personal Selling. The Nature of Personal Selling ... Annual call plans and time-and-duty analysis can help provide direction ...

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Hodge Podge - The reasons that buying a car for the first time makes it this type of a decision. ... Industry trade magazines (e.g. AdWeek) Consumer magazines (e.g. Vogue) ...

The reasons that buying a car for the first time makes it this type of a decision. ... Industry trade magazines (e.g. AdWeek) Consumer magazines (e.g. Vogue) ...

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Personal Selling and Direct Marketing - Discuss the role of a company's salespeople in creating value for customers and ... range of positions from order taker to order getter responsible for relationship ...

Discuss the role of a company's salespeople in creating value for customers and ... range of positions from order taker to order getter responsible for relationship ...

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Sales force goes to PowerPoint PPT Presentation

Sales force goes to - Scope of Personal Selling TM1-1 (Fig. 1-1) Sales force goes to the customer Inside salespeople contact by mail, tele-marketing; internet Customers come to

Scope of Personal Selling TM1-1 (Fig. 1-1) Sales force goes to the customer Inside salespeople contact by mail, tele-marketing; internet Customers come to

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Sales Promotion, Public Relations, and Personal Selling - Deciding what specific tools to use: Nature of the target audience ... Coupons. Samples. Frequency marketing programs. Sweepstakes and contests. Premiums. Price ...

Deciding what specific tools to use: Nature of the target audience ... Coupons. Samples. Frequency marketing programs. Sweepstakes and contests. Premiums. Price ...

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Week 9- 11-29-04 PowerPoint PPT Presentation

Week 9- 11-29-04 - Format elements - copy headline - illustration. Selecting Advertising Media ... Company news. Speeches. Special events. Written materials. Audiovisual production ...

Format elements - copy headline - illustration. Selecting Advertising Media ... Company news. Speeches. Special events. Written materials. Audiovisual production ...

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Chapter 3 The Demand for Sports and Entertainment PowerPoint PPT Presentation

Chapter 3 The Demand for Sports and Entertainment - Chapter 3 The Demand for Sports and Entertainment Markets communication among buyers and sellers for the purpose of trading Consumer Theory Purchasing Rule If MUa ...

Chapter 3 The Demand for Sports and Entertainment Markets communication among buyers and sellers for the purpose of trading Consumer Theory Purchasing Rule If MUa ...

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Integrated Marketing Communication: Personal Selling and Direct Marketing - Road Map: Previewing the Concepts. Discuss the role of a company's salespeople in creating value for customers and ... Road Map: Previewing the Concepts. 13 - 4 ...

Road Map: Previewing the Concepts. Discuss the role of a company's salespeople in creating value for customers and ... Road Map: Previewing the Concepts. 13 - 4 ...

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Finding, Preparing for, Contacting, and Convincing the Customer PowerPoint PPT Presentation

Finding, Preparing for, Contacting, and Convincing the Customer - Finding, Preparing for, Contacting, and Convincing the Customer. The Power of Planning ... EMPATHIZE with the customer. LIMIT irrelevant conversations. PLAN a solution ...

Finding, Preparing for, Contacting, and Convincing the Customer. The Power of Planning ... EMPATHIZE with the customer. LIMIT irrelevant conversations. PLAN a solution ...

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Welcome to - Welcome to. Created for Marketing, 9th Ed., by Lamb, Hair and McDaniel. South-Western/Thomson Learning. Chapter 16 Sales Promotion and Personal Selling ...

Welcome to. Created for Marketing, 9th Ed., by Lamb, Hair and McDaniel. South-Western/Thomson Learning. Chapter 16 Sales Promotion and Personal Selling ...

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Sales force goes to - Sales engineer/consultant. Consultative sales person: tangible ... Public image Research and Development Location. TM 2-1 (Fig. 2-1) Marketing inter-mediaries ...

Sales engineer/consultant. Consultative sales person: tangible ... Public image Research and Development Location. TM 2-1 (Fig. 2-1) Marketing inter-mediaries ...

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Preapproach PowerPoint PPT Presentations