Why should salespeople have a complete understanding of their companies pricing policies?
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What does the service agreement include? Shipping? Labor? Or neither ofthese?How long does the service generally take? Same day? Within a week? Will aloaner be provided until the product is fixed?Are there any conditions that make service not available? After five years?Damage from flood? From fire?Salespeople who can offer the better service have an advantage for generating new business andtaking away business from the competitionService SuperiorityDimensionPotential Superiority1. DeliveryCan our company demonstrate speed? Deliver more often?2. InventoryCan we meet the demands of our customers at all times?3. TrainingDo we offer training? At our site? At our customer’s? Show DimensionPotential Superiority4. Field maintenanceDo we go to the field to fix our products? Do our customershave to bring their equipment to us to fix?5. Credit and financialconsiderationDo we grant credit? Do we help finance?6. InstallationDo we send a team to your site for start-up?7. Guarantees andwarrantiesWhat are our guarantees? How long? What do we cover?8. OthersDo we offer anything unique that our competition does not?Promotion knowledgeandprice knowledgePromotion knowledge-Knowledge tools salespeople must possess to explain their firms’promotional programs.price knowledge-Knowledge tools salespeople must have about pricing policies in order toquote prices and offer discounts on products.How many dollars are to be spent? Is it a national program? Is this a co-op program? What will itcost the buyer? Get answer to your question and much more Upload your study docs or become a Course Hero member to access this document Upload your study docs or become a Course Hero member to access this document Read Online (Free) relies on page scans, which are not currently available to screen readers. To access this article, please contact JSTOR User Support . We'll provide a PDF copy for your screen reader. With a personal account, you can read up to 100 articles each month for free. Get StartedAlready have an account? Log in Monthly Plan
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journal article Relationship between Salesperson Performance and Understanding of Customer Decision MakingJournal of Marketing Research Vol. 15, No. 4 (Nov., 1978) , pp. 501-516 (16 pages) Published By: Sage Publications, Inc. https://doi.org/10.2307/3150621 https://www.jstor.org/stable/3150621 Read and download Log in through your school or library Alternate access options For independent researchers Read Online Read 100 articles/month free Subscribe to JPASS Unlimited reading + 10 downloads Purchase article $41.50 - Download now and later Abstract A multistage model of the process by which an industrial salesperson influences a customer's preferences is introduced. The relationship between a salesperson's abilities during the two initial stages-impression formation and strategy formulation-and relative sales performance was examined. Industrial salespeople's perceptions of their customers' brand attribute perceptions were matched against the customers' actual perceptions, and a normative change strategy model was matched against the salespeople's reported change strategies. Variations in these abilities accounted for 20% of the variance in actual field sales performance. Journal Information JMR publishes articles representing the entire spectrum of research in marketing, ranging from analytical models of marketing phenomena to descriptive and case studies. Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. Why are selling policies necessary?Selling policies help to accomplish this by providing a framework in which to make appropriate decisions and establish good relationships with customers. These policies define the sales job for that particular business and ensure uniform action by salespeople.
What are the 3 top important tips for a salesperson?Tips to Become a Better Salesperson. Shadow your peers. Want to improve your objection handling? ... . Practice your people skills. ... . Be a team player. ... . Know when to walk away. ... . Be honest. ... . Always solve for the customer. ... . Roll with rejection. ... . Always ask for referrals.. What are the benefits of a sales process?5 Benefits of a sales process. Improves efficiency.. Increases revenues.. Provides predictability in revenue generation.. The ability to assess and improve processes.. Increased lifetime value & better customer experience.. How does a salesperson add value?Salespeople add value with their problem solving skills, follow-up, accessibility, knowledge, ability to get things done, logistics support, and initiative.
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