Marketing - 11/21/2006

Tonight's class was over (the first half of) Chapter 16 -- Personal Sales. We talked about various sales techniques and varying ways that sales managers and salespeople operate in their own "areans". We also talked about the 7 steps of the selling process, which are:

1. Prospecting/Qualifying
2. Preapproach
3. Approach
4. Presentation
5. Handling Objections
6. Closing the Sale
7. Follow-up

We then turned our attention to the test that is scheduled next week, and I handed out a study guide designed to help you prepare.

Here is the lineup as I foresee it for the rest of the semester:

• November 28: Test: Chapters 7, 8, 16
• December 5: Sales Workshop (worth 100 pts!!!!!!!!), Find out if you need to take the final.
• December 12: Final Exam.

Homework:

• Study for your test!!!

Peace out.