Sales Management: Products and Services. Dr Jae K Shim

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СКАЧАТЬ

       Poise and composure

       Sincerity and honesty

       Developing necessary qualifications

       Chapter 3: Selling as a Career

       Disadvantages of selling

       Types of selling careers

       SMEI’s Certified Professional Salesperson (SCPS)

       Foundation Skills

       Chapter 4: Motivation and Consumer Behavior

       No two customers are identical

       Basic kinds of motives

       Primary, selective, and patronage motives

       Product motives

       Positive versus negative motives

       Basic versus acquired wants

       Love

       Food and shelter

       Safety and security

       Achieve and accomplish

       Approval and acceptance

       Leisure and relaxation

       Need for health and survival

       Emotional versus rational motives

       Difficulties in analyzing motives

       Theories of motivation

       Perception

       Consumer attitudes

       Learning

       Dyadic interaction

       Chapter 5: Information on the Company, the Product, Competition and Advertising

       Company information

       Product information

       Information on competition

       Advertising and selling

       Chapter 6: Credit, Pricing and Discounts

       Credit and collection

       Pricing

       Price definitions

       List price

       Net price

       Zone price

       Basing-point price

       Postage-stamp delivered price

       Fair-trade price

       Guaranteed price

       F.o.b. price

       F.a.s. price

       C.i.f. price

       Major laws regulating prices and trade practices

       Sherman Antitrust Act of 1890 СКАЧАТЬ