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Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter18: Personal Selling And Sales Promotion

Section: Chapter Questions

Problem 14DRQ

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What three methods would you choose to train your sales team? Explain why you chose those methods.

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Share three selling approaches you would deploy in your sales team if you are the sales manager. Which is your favorite approach - List the selling approaches and explain how it works.
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What is the objective of a sales promotion? Identify and provide an example of three sales promotion tools targeted to consumers.
Imagine that you are a salesperson for one of your favorite products. Identify your product then write the seven steps you will follow in selling your product or product line. Be sure to thoroughly explain and include specific details for each step, such as the characteristics you’re looking for in prospective customers, a list of possible objections you may have to overcome, and the methods and tools you’ll use at each step.
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