UNDERSTANDING PROFESSIONAL SELLING

UNDERSTANDING PROFESSIONAL SELLING TERMS
Building goodwill critical encounters
Adding value collaborative involvement
interact service strategy
connect communication
know resilience
relate motivation

DEVELOPING PROFESSIONAL SELLING KNOWLEDGE
1. How can a salesperson convert new customers into highly committed customers for life?
2. Why should a salesperson follow up to assess customer satisfaction?
3. Explain why the relationship-enhancement activities are important.
4. What does a salesperson hope to accomplish by providing his or her customers with useful information after the sale?
5. Most salespeople are not trained in how to install their products. Why then should a good salesperson make it a point to oversee the installation process?
6. Why is it important for a salesperson to ask a buyer what he or she wants the salesperson to do when resolving a complaint?
7. Why should a salesperson encourage his or her customers to complain? Isn’t this just asking for trouble?
8. Why is it important for a salesperson to gain agreement on a solution when dealing with a customer complaint?
9. Why do many salespeople seem to ignore after-sale activities that enhance the relationship?
10. Why is it important for a salesperson to establish expectations with a new customer?
11. Go to the Internet and type in http://www.marketingapprentice.com. Go to Marketing Basics. On the right-hand side under “Promotion Tips” you will find “Repeat Sales with Follow-Up.” Click on “Repeat Sales with Follow-up.” Read the article “Three Ways to Get Repeat Sales with Follow-Up Marketing.” Can you think of other ways a salesperson might enhance his or her follow-up activities? Write a memo to your boss discussing these activities.
12. Go to http://www.yahoo.com or any other search engine. Type in “sales, follow-up after the sale.” What did you find? Did you find and Web sites that offer any new activities that you didn’t recommend in exercise I? Make a list of these Web sites for future reference.


BUILDING PROFESSIONAL SELLING SKILLS
1. Situation: Read the Ethical Dilemma on page 249.
Characters: Steve Shondell, sales representative; Customer
Scene 1: Location-Customer’s office. Action-Steve stops in to see the customer.

ผลลัพธ์ (ม้ง) 1:

UNDERSTANDING PROFESSIONAL SELLING TERMSBuilding goodwill critical encountersAdding value collaborative involvementinteract service strategyconnect communicationknow resiliencerelate motivationDEVELOPING PROFESSIONAL SELLING KNOWLEDGE1. How can a salesperson convert new customers into highly committed customers for life?2. Why should a salesperson follow up to assess customer satisfaction?3. Explain why the relationship-enhancement activities are important.4. What does a salesperson hope to accomplish by providing his or her customers with useful information after the sale?5. Most salespeople are not trained in how to install their products. Why then should a good salesperson make it a point to oversee the installation process?6. Why is it important for a salesperson to ask a buyer what he or she wants the salesperson to do when resolving a complaint?7. Why should a salesperson encourage his or her customers to complain? Isn’t this just asking for trouble?8. Why is it important for a salesperson to gain agreement on a solution when dealing with a customer complaint?9. Why do many salespeople seem to ignore after-sale activities that enhance the relationship?10. Why is it important for a salesperson to establish expectations with a new customer?11. mus rau hauv Internet thiab ntaus hauv http://www.marketingapprentice.com. Mus li qhia. Rau sab right-hand nyob rau hauv "Qib yim" koj yuav nrhiav tau cov "Rov tso muag nrog soj qab taug." Nyem qhov ntawm "Rov muag nrog soj qab taug." Nyeem tsab xov xwm "Peb tej kev pab kom rov tso muag nrog soj qab taug li." Koj yuav xav txog lwm txoj kev uas ib tug neeg muag yuav txhim khu nws rov qab ua si? Sau ib memo no tau jib tawm tswv yim txog cov kev ua ub no.12. mus rau http://www.yahoo.com lossis muaj lwm yam nrhiav cav. Ntaus ntawv nyob rau hauv "muag, soj qab taug tom cov muag khoom." Koj puas pom zoo li cas? Koj puas tau pom thiab qhov Web sites uas muaj tej kev ua ub no tshiab uas koj tsis xav nyob hauv ib ce kuv? Ua ib daim ntawv teev cov Web site no kev siv yav tom ntej.TSEV MUAG KEV TXAWJ1. teeb meem: Nyeem cov koom cov teeb meem ntawm nplooj ntawv 249.Cim: Steve Shondell, tus sawv cev muag; NeegScene 1: Qhov chaw nyob-neeg lub chaw ua hauj lwm. Steve nkaus nws tsum li pom tus neeg muas zaub.

ผลลัพธ์ (ม้ง) 2:

To taub KEV MUAG LUS
tsev pluaj siab zoo tseem ceeb heev tau ntsib
Ntxiv nqi koom kev koom tes
sib tham kev pab cuam lub tswv yim
txuas sib txuas lus
paub resilience
txog txug tsim KEV MUAG paub 1. Yuav ua li cas yuav ib tug neeg muag hloov tshiab cov neeg muas zaub mus rau hauv mas cog cov neeg muas zaub rau lub neej? 2. Yog vim li cas yuav tsum muaj ib tug neeg muag raws li kev mus ntsuam xyuas cov neeg siab? 3. Piav vim li cas kev sib raug zoo-li kev ua ub no tseem ceeb heev. 4. Li cas ib tug neeg muag cia siab rau ua kom tiav los ntawm kev muab nws los yog nws cov neeg muas zaub nrog pab qhia tom qab qhov muag? 5. Feem ntau cov salespeople tsis kawm nyob rau hauv yuav ua li cas rau nruab lawv cov khoom. Yog vim li cas ces yuav tsum muaj ib tug zoo neeg muag ua nws ib tug taw tes los saib xyuas lub installation txheej txheem? 6. Yog vim li cas yog nws ib qho tseem ceeb rau ib tug neeg muag nug ib tus dab tsi nws los yog nws xav kom lub neeg muag ua thaum daws tsis txaus siab? 7. Yog vim li cas yuav tsum muaj ib tug neeg muag txhawb kom nws los yog nws cov neeg muas zaub mus yws? Yog tsis no cia li thov kev teeb meem? 8. Yog vim li cas yog nws ib qho tseem ceeb rau ib tug neeg muag mus nce kev pom zoo nyob rau hauv ib tug tov thaum kev soj ntsuam txog kev tsis txaus siab nrog ib tug neeg? 9. Vim li cas coob salespeople zoo li las mees tom qab-muag kev ua si uas txhim khu kev sib raug zoo? 10. Yog vim li cas yog nws ib qho tseem ceeb rau ib tug neeg muag los tsim kev ntshaw nrog ib tug tshiab neeg? 11. Mus rau hauv Internet thiab ntaus nyob rau hauv http://www.marketingapprentice.com. Mus rau li Basics. Ntawm sab xis-hand nyob rau hauv "Promotion tswv yim" koj yuav nrhiav tau "Rov Muag nrog raws li cov-Up." Nyem rau "Rov Muag nrog raws li cov-up." Nyeem tsab xov xwm "Peb txoj kev los yuav tau Rov Muag nrog raws li cov-Up li. "Yuav koj xav seb lwm txoj kev ib tug neeg muag tej zaum yuav txhim khu nws los yog nws ua raws li-up kev ua si? Sau ib tug memo rau koj tus thawj coj sib tham txog tej kev ua si. 12. Mus rau http://www.yahoo.com los yog lwm yam search engine. Ntaus nyob rau hauv "kev muag khoom, ua raws li-up tom qab qhov muag." Yuav ua li cas koj nrhiav tau? Koj puas nrhiav tau thiab qhov Web sites uas muaj tej yam tshiab ua ub no uas koj tsis tau pom zoo kom nyob rau hauv ce kuv? Ua ib daim ntawv teev cov Web sites rau yav tom ntej siv. TSEV KEV MUAG TXAWJ 1. Qhov teeb meem no: Nyeem cov koom teeb meem nyob rau hauv cov nplooj ntawv 249. Cim: Steve Shondell, kev muag khoom sawv cev; Customer Scene 1: Qhov chaw-Customer lub chaw ua hauj lwm. Action-Steve nres nyob rau hauv saib tus neeg muas zaub.