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Every employee of the company that comes in contact with the customer is doing some type of personal selling.    xiPfr}OA333p h ___PPT10H .+KD ' = @B D ' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*+8+0+ +" ) yqPY(  5   ~lgֳgֳ?Rectangle 1026P`   j cPersonal Selling in Marketing     ~l0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!,k/drs/downrev.xmlDN@EI͘[h,FEcV 397gM+|cY(A\Zpxf |@Z&'\\ k{-vQ>Gu]./k2G#loOWI妕$I Dž;ZT~~.<ܯY.ͦJ{eϓ,3S=2M')5z>Scn PK-![Content_Types].xmlPK-!Z,[ _rels/.relsPK-!,k/drs/downrev.xmlPK`PH$  j Salespeople are the link between the company and its customers. Salespeople are the company in the customers eyes. Customers will judge the company and its products by the salesperson s appearance, style and manner.    xiPfr}OA333___PPT10.+KDY' = @B D' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*@%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*@D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*@Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*@t%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*@tD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*@tDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*t%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*tD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*t+8+0+ +"  "  p(  ^   ~fgֳgֳ?Rectangle 1026  j BCreating Customer Value through Salespeople: Relationship SellingC C(C F   ~f0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!KSdrs/downrev.xmlDAK1F!f-kRV㸙n%w tb ZgGӭWS!9K `1??aniZĆ41j`,#妓Y6[ j}~x_NUnW۫Riy"Ri>6U=kndy>:~Vo1D 8sPK-![Content_Types].xmlPK-!Z,[ _rels/.relsPK-!KSdrs/downrev.xmlPKp` H$  j ^ Definition: Relationship Selling The art of building ties to customers based on a salesperson s attention and commitment to a customer s needs over time. Based on mutual respect and trust Focused on creating long-term customers, not just one sales transaction  Z"  xiPfr}OA333RJ___PPT10*.+KD' = @B D' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*"%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*"D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*"Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*"%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*"D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*"Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*+8+0+ +", " < 4   (   *   ~egֳgֳ?Rectangle 1026P`   j XTypes of Selling     ~ e0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!~`drs/downrev.xmlDN@EM͘&[0ZYA C[6+w 397g2M+N|cYp .nRS|>e |@Z&0M0[:B%} \J_dlG:!9M+GIJ Dž;ZTwFA7^},/Y(:{Y+@9]XUcK:ʆ __-@NA PK-![Content_Types].xmlPK-!Z,[ _rels/.relsPK-!~`drs/downrev.xmlPK H$  j hOrder taking  process routine orders or reorders for products already sold to customers. Order Getting  Salesperson who sells in a conventional sense, identifies prospective customers, provides customers with information, persuades customers to buy, closes sale, follows up on customer s use of product. 25 Z M5  xiPfr}OA333p h ___PPT10H .+KD ' = @B D ' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<* Z%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<* ZD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<* ZDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<* Z2%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<* Z2D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<* Z2+8+0+  +" " W O $7 (  $4 $  ~egֳgֳ?Rectangle 1026``  j bOrder Taking&    $  ~ e0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!edrs/downrev.xmlLN0HHܨ6UU@@AHm['ۑmYq@Wۉz| W{:୺?+@ĄNc)8Ph{&KTФԗRƺ!q{r̶>XL|#u=m'/l,-iP vqUT+9R'D!{~6U=jnebp^cLp 29PK-![Content_Types].xmlPK-!Z,[ _rels/.relsPK-!edrs/downrev.xmlPK`0H$  j rTaking orders is a repetitive task which perpetuates a long-lasting customer relationships. Inside Order Takers: work in a sales office and receive orders by phone or mail and Internet. Outside Order Takers: travels to the customer s location and takes orders. Also, sometimes delivers product to customers. 8: \Lk:  xiPfr}OA333___PPT10.+KDY' = @B D' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*$\%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*$\D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*$\Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*$\%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*$\D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*$\Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*$9%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*$9D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*$9+8+0+$ +" " og(O(  (6 (  ~egֳgֳ?Rectangle 1026`  j dOrder Getting&    (  ~e0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!jzdrs/downrev.xmlDN0IxxL2) FC7Xۥ0 B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*(&%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*(&D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*(&Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*(&R%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*(&RD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*(&RDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*(R%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*(RD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*(R+8+0+( +"/ " aY,A(  ,4 ,  ~egֳgֳ?Rectangle 1026``0  j bThe Personal Sales Process   ,  ~`l0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!H@drs/downrev.xmlDAO@F&͘xmSYAQ;nBN B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,a%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,aD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,aDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,am%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,amD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,amDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,mz%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,mzD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,mzDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,z%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,zD' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,zDi' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(#/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%()/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*,%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*,D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*,+8+0+, +"   " 0(  04 0  ~ lgֳgֳ?Rectangle 1026 `  j bThe Personal Sales Process   0  ~@l0e0e?Rectangle 1027"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!$Tdrs/downrev.xmlDAO@F&͘x-(P+ !A11}mPz4Dkg ӵ-|/)h56Β 1g)fڝNP(*6 rߵd#;o0ӗR{   >  xiPfr}OA333p h ___PPT10H .+KD ' = @B D ' = @BA?%,( < +O%,( < +Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%(/%,( < +D' =1:Bvisible*o3>+B#style.visibility<*0%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*0D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*0Di' =%(D' =%(D' =A@BBBB0B%(E' => B`BPBpB`B?<*%( /%,( < +D' =1:Bvisible*o3>+B#style.visibility<*0>%(D' =+4 8?dCB0-#ppt_w/2BCB#ppt_xB*Y3>B ppt_x<*0>D' =+4 8?\CB#ppt_yBCB#ppt_yB*Y3>B ppt_y<*0>+8+0+0 +"n  z% ~ v 04^ (  4r 4  ~Pmgֳgֳ?Rectangle 20  j NThe Personal Selling Process continued&  (  ((  4  ~ jjgֳgֳ?Rectangle 3"PK![Content_Types].xml|N0 HC+jS8 @:Q۸ ??\o<7p]V޷O(I'6E=, ){Ō4>I)q7UuDހǏ)}nL"Mᴸ&g0eSA)΄2';2 WYu7{ɯΒzŘqFrj9K*(]mOlPK!Z,[ _rels/.relslj0 ``t_Pƈ[>,dgzjǎ?I'f#®Pb-\/Ƿ0Z]nLnp__3.iJV KQBiDžrL,Vʌ/7р4`ANar+m;E/'3U Aںv83/PK!drs/downrev.xmlD1O0Fw$uH,:PP"2v$">iާX rj .nR}2)8d=t(B%} TJ_dЏlG:!a妕I2 5v*m2y>{. ﳇ׽Rg@Cop6Lǖx:?]s􁜂k#PK-![Content_Types].xmlPK-!Z,[ _rels/.relsPK-!drs/downrev.xmlPK` PH$  j FApproach: Gain prospect s attention, stimulate interest, and make the transition to the presentation. First impression is critical; gain attention and interest through reference to common acquaintances, a referral or product demonstration. Presentation: Begin converting a prospect into a customer by creating a desire for the product. Deal with skepticism, indifference or objections professionally and ethically. 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