The role of superior personality in sales presentations. Superior personality is one of the keys to the success of each employee in building a career. The same goes for Sales Executives. In his book Lacy Techniques of Salesmanship, Paul J. Micali, Associate Professor in sales. Lacy Sales Institute London revealed that a superior personality is […]
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Sales marketing professional. Today’s companies spend hundreds of millions of dollars each year training their salespeople in the art of selling. More than a million books, tapes, and videos on selling are purchased each year, with hopeful titles such as: Questions That Lead to Sales, Green Lights for Sales, Secrets To Winning Sales and Avoiding
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3 types of sales presentations. The company has developed three types of sales presentations. The most ancient are 1. approach (canned approach) That is a rote sales talk that includes the main points. It is based on response-stimulus thinking; i.e. passive buyers and can be moved to buy by using the appropriate stimulus words, pictures,
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Personal selling between sellers and buyers. Personal selling is direct communication (face to face) between sellers and potential customers to introduce a product to potential customers and form customer understanding of the product so that they will then try and buy it. The characteristics of personal selling include: Because of these characteristics, this method has
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Sales promotion goals. The main purpose of promotion is to inform, influence and persuade and remind target customers about the company and its marketing mix. In detail the three objectives of the promotion can be described as follows: 1. Informing (informing), can be in the form of: 2. Persuading target customers (persuading) to: 3. Reminding,
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Measuring the results of promotions. After implementing the promotion plan, the communicator must measure the impact on the target audience. This includes asking the target audience if they recognize or remember the message that has been conveyed. How many times have they seen it, what things do they remember, how did they feel about the
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Good communication structure. The effectiveness of a message depends on its structure and content. Hovland’s research at Yale University examined message content and its relationship to drawing conclusions, one-sided versus . two-sided arguments, and the order of presentation Good communication structure Several previous studies have supported making conclusions for the audience rather than letting the
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A view of the marketing communications process. Too often marketing communications focus solely on addressing gaps in product awareness, image, or preference in the target market. But this view in marketing communications has several limitations, it is too short and expensive, and most messages of this type do not reach the target customer. 1. Communication
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Determine the promotional mix. The company must distribute the total promotion budget across five promotional tools which include advertising, sales promotion, public relations and publicity, sales force, and direct marketing. Within the same industry, companies can differ greatly in the way they allocate their promotion budgets. Maybe a company wants to achieve a certain level
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