personal selling chp 6

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9 Terms

1
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sales call

is a in person or virtual meeting between a sales person an buyers

2
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sales dialogue

is a business conversation between buyers an sellers

3
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sales presentation

is a communication tool used to persuade customers to make a purchase

4
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canned sales presentation

are sales presentations that are scripted an memorized

5
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Written sales Proposals

are sales presentations on paper

6
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organized sales dialogue

are dialogues with high level of customer involvement

7
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organized sales presentations

allow a sales person to implement strategies an tactics based on customer research

8
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sales dialogue template

is a planning tool that assists the salesperson in assembling relevant information


9
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customer value proposition

is a statement of how the sales offer adds value to the prospects business