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janitor supplies - That kind of individual attention makes direct selling expensive, but it also makes it effective. As the costs of personal selling have risen, the utilization of sal_espeople has changed. Simple transactions are completed by clerks. sal_espeople are now used primarily where the products are complex and require detailed explanation, customized application, or careful negotiation over price and payment plan. But whether the sale involves an automobile or a customized computer network, personal selling involves much more than convincing the custo_mer of the product's benefits. The sal_esperson helps the custo_mer identify problems, works out a variety of solutions, assists the buyer in making deci_sions, and provides arrangements for long-term service. Persuasion is only part of the job. A much more important part is problem solving. Because the selling process has become much more complicated, most companies now provide extensive train_ing for the sal_es force. The average length of the initial train_ing program is four months. A train_ing program for new members of the sal_es force teaches them about such matters as company history, selling and presentation
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techniques, listening skills, the manufacture and use of the company's products, and the characteristics of both the industry and its custo_mers. Moreover, because the sal_es force plays such a critical role in the marketing process, most companies provide on-going train_ing for all members of the sal_es force to help them deepen their product knowledge and improve their interpersonal and negotiating skills. With the increasing complexity of business problems and products, effective sal_es solutions often require more knowledge than any one person can master. As a result many companies now use sal_es teams to service their largest and most complicated accounts. Such teams might include personnel from sal_es, marketing, manufacturing, finance, and technical support. The purpose of sal_es promotion is to supplement and coordinate advertising and personal selling; this has become increasingly important in marketing. While advertising helps build brand image and long-term value, sal_es promotion builds sal_es volume. sal_es promotions are designed to persuade consumers to purchase immediately by providing special incentives such as cash rebates, prizes, extra product, or gifts.
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