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ISM presentation including all chapters for the exam (1,3,4,5,7,8,9,13)
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ISM presentation including all chapters for the exam (1,3,4,5,7,8,9,13) The powerpoint presentation consists of 69 slides.
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Selling and Sales Management, Jobber - Downloadable Solutions Manual (Revised)
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ISM summary including all chapters for the exam
Seller
Followsterrehermans
Content preview
Development and theRole of Selling in
Marketing
, Customer retention and delition
Databse and knowledge management
The Customer relationship management
characteristics
of modern Product, market developme
Marketing the product
selling
Segmentation of markets
Analysis of information
Problem solving and system Identify problem, propose a
solution
selling
Satisfying needs and adding value
, Inside order takers
Order takers Delivery salespeop
Outside order taker
Types of selling Order creators Missionary salespe
Technical support
Order getters salespeople
Merchandisers
, 1. Selling orientation
• Adopted when the aim of the company is to sell
products due to overcapacity and excess supply
2. Production orientation
• Aimed at achieving high production efficiency with
The large scale production of standardized items
marketing 3. Product orientation
concept • Produce the best products or services on the mark
and focus on performance and quality
4. Marketing orientation
• Key to succesfull and profitable business is identify
needs and wants of customres and to provide prod
and services to satisfy them
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