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1、SeIfingIngram,Laforge,Ayila,Schwepker,andWilliamsilrz2tfizPresoltzitoi15StevenJRemington,Ph.D.BuenaVistaUniversityAugust2000Module1AnOverviewofPersonalSellingEvolutionofPersonalSellingEarlyOriginsofPersonalSellingIndustrialRevolutionEra一(1700sEurope;1850sDS)Post-IndustrialRevolutionEra一(1800sEnrope:
2、1900一3)-CannedSalesPresentationTheWarandDepressionEraProfessionalism:TheModernEraCharacteristicsofSalesProfessionalism。CustomerOrientationUseofTruthfulandNonmanipulativeTacticsFoeusanLong-TernlSatisfactionoECustomerandSellingFirmlCost/SalesCall480-4242/callContributionsofPersonalSellingSalespeoplean
3、dSociety。SalespeopleasEconomicStimuli。SalespeopleandDiffusionofInnovationContributionsofPersonalSellingSalespeopleandtheEmployingFirm“SalespeopleasRevenueProducersMarketResearchandFeedback。Salespeoplea3FutureMIana2ersContributionsofPersonalSellingSalespeopleandtheCustomerIndustrialbuyersprefertodeal
4、withsalespeoplewho:。Arehonest*Understandgeneralbusinessandeconomictrends,a5wellasthebuyersbusiness。Proyideguidancethroughoutthesalesprocess。HelpthehuyertosQlyeproblenis*Haveapleasantpersonalityandagoodprofessionalimage*CoordinateallaspectsoftheproductandservicetoprovideatotalpackageClassificationOfP
5、ersonalSellingJobs。SalesSupportExistingBusinessPersonnel一Order-takers-MissionarySalespeople。InsiderSales(non-retail)“Detailer。Direct-to-Consumer一Technicals0nrts辄_eSrP罐inSalespeople。CoinbinationSalesJobs。NewBusiness-Pioneers一Order-gettersCharacteristicsOfSalesCareersJobSecurityAdvancementOpportunitiesImmediateFeedback,FrestigeJobVarietyIndependenceCompensationBoundary-RoleEffects,
