Marketing
14th Edition
ISBN: 9781259924040
Author: Roger A. Kerin, Steven W. Hartley
Publisher: McGraw-Hill Education
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Question
Chapter 21, Problem 4AMK
Summary Introduction
To discuss: Whether Person X can enjoy and negotiates with the seller in direct sales after uses the online comparison.
Introduction:
E website is a comparison shopping service which gives a clear view on the comparable products and information.
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- Jane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling processarrow_forwardYou are a salesperson for "Mr. Coffee"...your business is supplying offices and businesses with coffee makers (regular and single use), coffee, tea and supplies. You are visiting a potential new customer, Wilson Sales Ltd., who is having problems with their current supplier of coffee (a competitor of yours called Coffee Unlimited). Because of the current supplier, Wilson Sales Ltd. often runs out of coffee, sometimes the machines break down, employees & guests wait a long time...what are 2 each of Situation, Problem, Implication & Need-Payoff questions that you can ask?arrow_forwardIf you could buy a product from a website or a store right down the street and the prices were the same, where would you make your purchase? Why?arrow_forward
- Think of ways by which you can validate the print run and even the circulation of a magazine publisher.arrow_forwardPersonal selling involves an understanding of how to handle objections of potential customers/buyers. Consider a product/service that could be sold through personal selling (through a sales person). How could a salesperson overcome that objection or answer the query or concern effectively for the consumer?arrow_forwardProspective customers don’t become customers immediately, however. No matter how convinced they are that they need what you’re offering, you don’t have them until they complete the registration and provide payment. And if your site isn’t designed to make the process clear and simple, then you might lose them even after convincing them. This would indicate a problem with your conversion rate. Research and outline what Conversion Rate Optimisation (CRO) is AND how ensuring it is working will increase potential sales:arrow_forward
- explain transactional relationship between a buyer and seller with a practical example to support your explanationarrow_forwardYour city is planning to open its new town hall and courthouse in six months. A big celebration is being planned. You have been asked to market the event, for maximum exposure and citizen participation. You have been told that a press kit is necessary, but that you should seek other marketing avenues as well. 1. What items may you include in your press kit? 2. What details must you include in your press release? 3. What other community assets may you solicit to support the marketing program?arrow_forwardExplain and discuss the importance of ethics in personal selling. Scenario: You are one of the top salespeople at a Top Tier Organization in Wall Street and have been employed at the firm for the past 5 years. Additionally, your boss, who is the Senior Executive Sales Manager, often expresses how proud he is to have you as an employee and would sometimes challenge other employees to become hard working like you. However, one day your boss asked you to suspend all rebates and discounts from your customers for the upcoming month. How would you respond? What factors do you believe would have caused other employees to participate in such a scheme?arrow_forward
- There are considerable free sales training resources available on the Internet. Search “free sales training” to find some of these resources and access one of them. Create a presentation highlighting what you learned.arrow_forwardA company may have many Customers depending on it size and industry in which it operates. Explain in your own words who are the company’s customers.arrow_forwardIn the buying center, the gatekeeper controls information flow to others in the center. thus, the gatekeeper determines which possible sellers areheard and which are not. Does the gatekeeper havetoo much power? What policies might be implemented to make sure that all possible sellers are treatedfairly?arrow_forward
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