Involves the two-way flow of information between a buyer and seller, often in a face-to-face encounter, designed to influence the purchase decision.

advertising

personal selling

cooperative advertising

publicity

public relations

unlike the other major presentation formats, in the format the salesperson does not dominate the conversation but instead asks probing questions and listens to the prospective customers.

formula selling

need-satisfaction
suggestive selling
canned presentation
stimulus-response
the client, don kennedy, informed alison that price was a primary concern for his firm. therefore, during her sales call, alison must:
obtain a purchase commitment.
make her first impression.
pre-approach the client.
handle this objection.
qualify the prospect.
within its geographic regions, xerox implements vertical sales teams that focus on a specific segment, such as law firms, governmental institutions, etc. this sales organization enables its sales associates to better understand the customer’s business challenges and problems.
matrix
product
geographic
functional
customer
xeroxuses a formal training program that includes classroom training and assigning a mentor to newer sales representatives. salesforce training is part of the function of sales management.
sales plan formulation
sales plan implementation
organizing
salesforce motivation and compensation
recruitment and selection