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Principles of Marketing

Applied Marketing Knowledge: Discussion Questions

Principles of MarketingApplied Marketing Knowledge: Discussion Questions
1 .
Consider which of the sales positions you have engaged with in the last month. Would they be inside or outside order takers, order getter, missionary, technical, or a team? In what circumstances did you have this experience?
2 .
Explain in detail what happens in each of the steps in personal selling process.
  1. Prospecting and Qualifying
  2. Pre-approach
  3. Approach
  4. Presentation
  5. Handling Objections
  6. Closing: Asking for the Order
  7. Follow-Up
3 .
Partner with a fellow student, and practice the personal selling process. Take turns being the buyer and then the seller.
4 .
Define sales promotion and discuss its importance in the promotion mix.
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