Project #92904 - marketing

You must have the maketing 101 book to do my LOs' for the fisrt eight chapters.

 

Chapter 2 LO's 2-1

Trust is when a buyer believes that he can rely on the salespersons word. Buyers are reliant on the sales persons integrity. A long term relationship wit any client is based on trust between the sales representative and the client organization. Trust is defined as he extent of the buyers confidence that he or she can rely on the salesperson integrity

2-2 The marketplace is becoming increasingly more competitive. Therefore, buyers are more careful about who they do bussines. In todays modern relationship selling style, emphasizes the initiation and nurturing of long term buyer-seller relationsips that have a mutual trust and providevalue added benefits.

2-3 To ensure that the buyer continues to feel tat the salesperson is trustworthy, salespeople can demonstrate trust building activities. Trust can be earned by demonstrating dependability, candor, customer orientation, competence, and comptability.

2-4Salespeople do not have much time to make a fist impression, So, they strive to demonstrate expertise in the buyers industry, company,marketplace, and competitive knowledge. The buyer will then be more likely to listen to the salesperson if he or she brings valued experience to the buyer.

2-5 Salespeople are constantly faced with ethical issues. If a slesperson makes an unethical decision their credibility is compromised. One wrong decision could ruin a salespersons career. Three common areas of unethical behavior: Decetive pratices: salespeople giving answers they do not know, exaggering product benefits, and withholding information that might cause harm to the buyer. Illegal activities: misusing company assets, using company car for personal use, charging expenses that did not occur, selling sample for personal profit. Noncustomer-oriented behavior salespeople that are pushing, fast talking, and only interested in closing the sale without regard to the buyers want and needs.

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Due By (Pacific Time) 11/15/2015 12:00 am
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