TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 2 - Krishna K Havaldar, Vasant M Cavale

Chapter 2, personal selling: Preparation and process. After studying this chapter you will be able: To understand psychology in selling, buying decision process and buying situations; to learn communication skills, sales knowledge, and sales related marketing policies; to understand personal selling process; to learn about negotiation. | Chapter 2 Personal Selling: Preparation and Process Learning Objectives To understand psychology in selling, buying decision process and buying situations To learn communication skills, sales knowledge, and sales related marketing policies To understand personal selling process To learn about negotiation Psychology in Selling If a sales person makes a presentation, the prospect may or may not buy The above “buyer behaviour model” does not tell us the reasons of buying or not buying To understand the psychological aspects of selling or buying, salespeople should study consumer or buyer behaviour, including buying process and situations Stimulus (Sales Presentation) Response (buy or no buy) Buyer’s decision making process Buying Process of Consumers and Business Buyers Five – stage model for household customers Eight – stage model for business buyers Problem / need recognition Problem / need recognition Characteristics and quantity determination Specification development Information .

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Personal selling
• Sales process
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales organisations
• Sales training
• Compensation plan
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales