University:
East Carolina University
Course:
MKTG 6162 | Marketing Management
Academic year:

2020
Views:

94

Pages:

2
Author:

MarleyC

The Selling Function Notes Sheet Complete the notes below as we discuss today’s topic. Make sure to ûll in the blanks using a different color font. Objective A: Explain the nature of selling ● Selling Deûned ○ planned communication ○ Personalized communication ○ Inüuences purchase decisions ○ Enhances future business opportunities ● Why Do Customers Buy? ● Ways Products are Sold ○ ● ● ○ Sold directly to consumers for ultimate consumption ○ Sold to organizations for resale ○ Sold to organizations for use in business operations Every Business Organization Sells ○ Entrepreneurs sell ideas to banks. ○ Manufacturers sell goods to wholesalers and retailers. ○ Wholesalers resell goods to retailers ○ Retailers and service providers sell goods and services to customers. Tangible and Intangible Products ○ ○ ● tangible ■ Can be touched smelled, tasted, seen, or heard ■ Clothes, houses, good, smartphones Intangible ■ Productive activities we pay someone else to perform ■ Dry cleaning, lawn care, health care Selling Doesn’t Just Happen in Stores ○ ● To obtain goods/services they need and want Anywhere person contact is made ■ Over the phone ■ At a person’s home ■ At a customer’s place of business ■ In an ofûce ■ online Products Are Sold to Customers ○ Directly ○ Indirectly through intermediaries The Selling Function Notes Sheet ● The Role of Selling in Our Economy ○ Keeps economy moving ○ Promotes competition ○ Affects employment ○ Adds utility ○ Helps customers determine needs ○ Creates desire for products Objective B: Explain personal characteristics of successful salespeople ● Characteristics of Successful Salespeople ○ Education and training ○ Self-motivation ○ self-conûdence ○ product knowledge ○ Customer knowledge ○ Ethics ○ persistence and patience ○ Selling skills ○ Belief in selling as a service ○ Communication skills ○ creativity ○ Personal appearance