Sales knowledge and product pitching

Sales Knowledge: Customers, Products, Technologies Chapter 6

The Tree of Business Life: Knowledge ,[object Object],[object Object],[object Object],[object Object],[object Object],I T C Ethical Service Builds T r u e Relationships T T T T T T T T T T T

Sources of Sales Knowledge ,[object Object],[object Object]

Knowledge Builds Relationships ,[object Object],[object Object],[object Object]

Know Your Customers ,[object Object]

Know Your Company ,[object Object],[object Object],[object Object],[object Object],[object Object]

Know Your Product ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Know Your Resellers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Advertising Aids Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why Spend Money on Advertising? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why Spend Money on Advertising?, cont… ,[object Object],[object Object],[object Object]

Sales Promotion Generates Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What’s It Worth? Pricing Your Product ,[object Object]

Exhibit 6.4: Examples of Prices and Discounts Salespeople Discuss in Their Sales Presentations

Know Your Competition, Industry, and Economy ,[object Object]

Personal Computers and Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technology Etiquette ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Price Sheets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Discounts ,[object Object],[object Object],[object Object],[object Object],[object Object]

Discounts Cont. ,[object Object],[object Object],[object Object]

Markups ,[object Object],[object Object],[object Object]

Markups Cont. ,[object Object],[object Object],[object Object],[object Object]

ROI-- Return on Investment ,[object Object],[object Object]

Value Analysis ,[object Object],[object Object],[object Object],[object Object]

Value Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Case 6A.1—Claire Cosmetics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Product Sales Pitch ,[object Object],[object Object],[object Object],[object Object]

Product Sales Pitch Cont. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Product Sales Pitch Cont. ,[object Object],[object Object],[object Object],[object Object],[object Object]

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