Note: Exam Topics Include Text, Moodle And Class Notes and Handouts Regarding apiece Topic Below. Study All Sections Under A important Topic Heading.
The mid term will be 50-60 multiple-choice questions.
Chapter 1- Personal sell Purpose, Marketing Mix/4Ps Definition, Exchange process,
- Personal change Vs Advertising and The Marketing Concept, deuce Philosophies,
- Evolution of selling, Partnering & relationship selling, Sales Trends,
- Strategic Consultative Selling Model, Why study, Selling Process Steps,
Chapter 2- Rewards & drawbacks of a Selling Career, Basic Sales Tasks,
- Major roles in Selling, Sales excogitate categories, Duties of Salespeople, Key sales responsibilities
- What it takes for success in selling,
Chapter 3- How to hold your self concept, Body Language, Gestures, How to Read,
- Unconscious Expectations, Appearance, Wardrobe Guidelines
- Pacing & confabulation Skills, Active Listening, Proxemics, Distances, office arrangements,
- Keys to a partnering relationship
Chapter 4- Communication trend Principles, Dominance and Sociability Descriptors,
- 4 Communication Styles, Clues to a guests social style, How to Recognize
- Pacing & Social style, Agreement & conflict, Strengths/ failing Paradox
- In the excess zone, Style Flexibility
Chapter 5 - Ethics, Social Responsibility, Factors that profess ethical Behaviour, Personal Code of Ethics,
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Chapter 8- Developing a Customer Strategy Model, Consumer Decision making process
- 5 genial steps, AIDA
- Why Business Buyers Buy, buy Motives, Emotional VS Rational buying Motives
- Characteristic of Business markets, Business Buying Process, Multiple Buying Influence
- Buying Situations
Chapter 9- Prospecting terms,...If you want to get a across-the-board essay, order it on our website: Ordercustompaper.com
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