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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]
There are several cross-functional sales performance factors which affect the overall company sales performance. Cross-selling service climate provides very important boundary condition which affects both its formation and its impact on service sales performance. [5] Organizations facing increasing complex customer requirements. [6]
Personal selling: face-to-face selling in which a seller attempts to persuade a buyer to make a purchase. [22] Direct marketing: contacting and influencing carefully chosen prospects with means such as telemarketing and direct mail [23]
Word-of-mouth marketing (WOMM, WOM marketing, also called word-of-mouth advertising) is the communication between consumers about a product, service, or company in which the sources are considered independent of direct commercial influence that has been actively influenced or encouraged as a marketing effort (e.g. 'seeding' a message in a network rewarding regular consumers to engage in WOM ...
Team selling is "a group of people representing the sales department and other functional areas in the firm, such as finance, production, and research and development". (Spiro) Team selling came about in the 1990s through total quality management (TQM). TQM occurs when companies work to improve their customer satisfaction by constantly ...
A cash-out refinance lets you borrow against your home's equity by replacing your current mortgage with a bigger one, giving you the difference in cash. Learn how it works — and key risks ...
In the case of an impulse purchase, such as the purchase of a chocolate bar as a personal treat, the consumer may spend minimal time engaged in information search and evaluation and proceed directly to the actual purchase. [14] The rise of digital media and social networks are changing the way that consumers search for product information.
The new series in the growing Selling franchise was revealed during season 4, when Jason Oppenheim, co-owner of the Oppenheim Group alongside his twin brother, Brett, made an announcement that the ...