Person J’s action on personal selling process. Introduction: A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Question

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Answer 1

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

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Students have asked these similar questions

Suggest, three ways, your company (service and product provider) can attain asustainable competitive advantage in the local market. Give rationales for youranswer.

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Adapted from: (Case 18. Nando’s International: Taking chicken to the world. Re-printed with the kind permission of De WitsBusiness School. http://cws.cengage.co.uk/hoffman/students/cases16-18/case_18.pdf)Q1. Assess the reasons behind Nando’s struggles to establish profitable operations in foreign markets such as Australia, theUK, and Canada. Additionally, propose two alternative market entry strategies that could have been more effective in theseregions, and justify your recommendations.

Answer 2

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

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Answer 3

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

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Answer 4

Question

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

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Answer 5

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Answer 6

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Answer 7

Chapter 20, Problem 1AMK

Summary Introduction

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Answer 8

Expert Solution & Answer

Explanation of Solution

Given statement:

Person J is the representative of CS brokerage firm. He bought the list of subscribers and communicates them with regards to their interest in discount brokerage services. People without the regular brokers were asked about their investment needs. Then after two days he called them and gave the investment advices and asked for their needs to open account.

Actions in stages of personal selling process:

There are six stages in personal selling process are as follows:

Prospecting: Here Person J’s action is purchasing the mailing list of the subscribers.
Preapproach or approach: This is the next method where it involves gaining additional information and making decisions on the best way to approach. Here Person J’s action is that he calls the subscribers and making an enquiry to know about the number of persons having stocks with regular brokers.
Presentation or close. Convention of prospectus into customer by creating need for services and products is involved in presentation stage. Here Person J’s action is giving the investment advices and asked for their needs to open account.

Answer 9

Expert Solution & Answer

Answer 10

Expert Solution & Answer

Answer 11

Ch. 20.1 - Prob. 20.1LO Ch. 20.1 - Prob. 20.1LR Ch. 20.1 - Prob. 20.2LR Ch. 20.1 - Prob. 1MM Ch. 20.2 - Prob. 20.2LO Ch. 20.2 - Prob. 20.3LR Ch. 20.2 - Prob. 20.4LR Ch. 20.3 - Prob. 20.3LO Ch. 20.3 - Prob. 20.5LR Ch. 20.3 - Prob. 20.6LR

Person J’s action on personal selling process. Introduction: A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

To discuss: Person J’s action on personal selling process. Introduction: A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.

Explanation of Solution

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Chapter 20 Solutions

To discuss: Person J’s action on personal selling process.

Introduction:

A two way communication used to interact between the seller and buyer on the motive to make sales are termed as personal selling, that is face to face encounter.