Intro to Marketing Communications Tutorial 6
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Transcript of Intro to Marketing Communications Tutorial 6
marketing Communications
…personal selling tutorial
6
…introduction to…
…introduction to
we’re going to look at personal selling and consider
some strengths and weaknesses….
…as well as identifying their main characteristics,
reasons for use and audiences
Personal selling was covered in last weeks lecture…
personal selling…
what is personal selling..?
what are its strengths and weaknesses?
maintaining trust and commitment
developing the relationship
providing service and support
closing the sale
handling queries and objections
presenting the sales message
developing the relationship
qualifying prospects
prospecting for customers
Fill, 2006
the main stages in the sales process
…persuasion
sell me this pen…
sell the features…sell the
benefits…sell the value…
consider AIDA (Lewis, 1898)
personal selling can be great at bring about changes in behaviour
You can overcome objections
Attention, Interest, Desire, Action…
provide information quickly
respond to changing needs immediately
sales promotion sell me this pen…
next week the topic is direct marketing
topics and talkers will be assigned in each
tutorial – so you must attend
short talk...
Choose an example, or examples, apply the
theory and present your understanding…