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The model's usefulness was not confined solely to advertising. The basic principles of the AIDA model were widely adopted by sales representatives who used the steps to prepare effective sales presentations following the publication, in 1911, of Arthur Sheldon's book, Successful Selling. [30]
Sales process engineering is the systematic design of sales processes done in order to make sales more effective and efficient. [ 1 ] It can be applied in functions including sales , marketing , and customer service .
Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". [1]
As a product intelligence platform, the synergy between our technologies was clear, even more so as we compared several offers from companies public and private. Most acquisitions happen due to an ...
The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
Whatever situation you could find yourself in, it can be challenging to give an effective presentation. Design is a critical part of the process, because without a good base, it's going to be hard ...
Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions . Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational ...
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