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MGT 103: Chapter 19+20 Questions And Answers
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MGT 103: Chapter 19+20 Questions And Answers Transactional selling: A form of personal selling that focuses on making an immediate sale with little or no concern for developing long-term customer relationship Relationship selling: Process of building long-term customers by developing mutually...

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  • October 23, 2024
  • 13
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

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  • mgt 103 chapter 1920 questions and answers

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MGT 103: Chapter 19+20 Questions And
Answers

Transactional selling: A form of personal selling that focuses on making an immediate

sale with little or no concern for developing long-term customer relationship




Relationship selling: Process of building long-term customers by developing mutually

satisfying, win-win relationships with customers, building trust and commitment to customer's

needs over time




Inside sales: From a desk, personalized




Outside sales: Reps visiting locations, personalized, selling products into retail stores,

setting up displays




Order taker: Sales person who collects orders, but does not attempt to find new customers

or persuade existing customers to increase the size or frequency of their orders

, MGT 103: Chapter 19+20 Questions And
Answers
Order getter: Sales person who increases the firm's sale revenue but acquiring orders from

new customers and more orders from existing customers




Scope and significance of personal selling creating customer value: -identify creative

solutions to customer problems

-ease the customer buying process

-make the after-the-sale follow-up




Stages and objectives of the Personal Selling Process: 1.Prospecting


2.Preapproach

3.Approach

4.Presentation

5.Close

6. Follow-up




Prospecting: Search for and qualify prospects

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