This chapter focuses on the process of selling and buying in the organizational marketplace. Many factors are driving the world of professional selling toward a relationship-based app roach. This transformation has created a challenging, invigorating, and rewarding environment in which to pursue a career in selling.
Knowledge of the drivers of change in selling, the key success factors required in selling, the activities salespeople perform on the job, and the different kinds of selling jobs available go a long way toward helping a person make a decision if he or she might like to pursue selling as a career path. Successful salespeople always understand the roles that different individuals within the client company play in moving the relationship along, the buying decision process used by their clients, and how their clients go about making different types of purchases and how those differences impact salesperson’s approach to the client.
After reading this chapter you should be able to
• Recognize the key drivers of change in selling and sales management.
• Understand the best practices in selling that lead to exceeding customer expectations.
• Explain the historical basis for stereotypical of selling in society.
• Point out a variety of reasons why sales jobs can be highly satisfying.
• Identify and explain key success factors for salesperson performance.
• Discuss and give examples of different types of selling jobs.
• List and explain the role of various participants in an organizational buying center.
• Describe the relationship between buying centers and selling centers and the nayure of team selling.
• Outline the stages in organizational buyer decision making.
• Point out the nature of different organizational buying situations.
This chapter focuses on the process of selling and buying in the organizational marketplace. Many factors are driving the world of professional selling toward a relationship-based app roach. This transformation has created a challenging, invigorating, and rewarding environment in which to pursue a career in selling.
Knowledge of the drivers of change in selling, the key success factors required in selling, the activities salespeople perform on the job, and the different kinds of selling jobs available go a long way toward helping a person make a decision if he or she might like to pursue selling as a career path. Successful salespeople always understand the roles that different individuals within the client company play in moving the relationship along, the buying decision process used by their clients, and how their clients go about making different types of purchases and how those differences impact salesperson’s approach to the client.
After reading this chapter you should be able to
• Recognize the key drivers of change in selling and sales management.
• Understand the best practices in selling that lead to exceeding customer expectations.
• Explain the historical basis for stereotypical of selling in society.
• Point out a variety of reasons why sales jobs can be highly satisfying.
• Identify and explain key success factors for salesperson performance.
• Discuss and give examples of different types of selling jobs.
• List and explain the role of various participants in an organizational buying center.
• Describe the relationship between buying centers and selling centers and the nayure of team selling.
• Outline the stages in organizational buyer decision making.
• Point out the nature of different organizational buying situations.
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