Cash, Seasonal, Trade, Quantity

FACTORS IN MAKING PRICING DECISIONS (4)

Consistency, Long run point of view, Price level and maximum profit, Pricing as an art

14 MARKETING LAWS ( 1-7)

Recency, Consistency, Contrast, Reciprocity, Scarcity, Familiarity, Authority, Liability, Social Proof, Urgency , Clarity, Authenticity, Ownership, Exclusivity

14 marketing law (next 7)

Recency, Consistency, Contrast, Reciprocity, Scarcity, Familiarity, Authority, Liability, Social Proof, Urgency , Clarity, Authenticity, Ownership, Exclusivity

8 Types of buyers taken from Paul D. Converse’s Essential of Distribution (first 4)

He cold critical buyer, The self-important buyer or egoist, The easy-going and good-natured buyer, The nervous and irritable buyer, The forgetful buyer, The opinionated buyer who has strong opinions on politics, religion, business conditions, economic reforms etc., The impolite buyer, Cultivated and rough buyer

8 Types of buyers taken from Paul D. Converse’s Essential of Distribution (next 4)

He cold critical buyer, The self-important buyer or egoist, The easy-going and good-natured buyer, The nervous and irritable buyer, The forgetful buyer, The opinionated buyer who has strong opinions on politics, religion, business conditions, economic reforms etc., The impolite buyer, Cultivated and rough buyer

18 different classification of buyers according to Prof. Juan Antonio Carrion (first 10)

1. The competitive prospect 2. The technical prospect 3. The friendly prospect 4. The argumentative prospect 6. The silent prospect 7. The hesitant prospect 8. The big time prospect 9. The shopping prospect 10. The no money in the budget prospect 11. The thrifty prospect 12. The self-important prospect 13. The curious prospect 14. The timid prospect 15. The undecided prospect 16. The wavering prospect 17. The slow-thinking prospect 18. The open-minded prospect

LAST 8 DIFF OF BUYERS

1. The competitive prospect 2. The technical prospect 3. The friendly prospect 4. The argumentative prospect 6. The silent prospect 7. The hesitant prospect 8. The big time prospect 9. The shopping prospect 10. The no money in the budget prospect 11. The thrifty prospect 12. The self-important prospect 13. The curious prospect 14. The timid prospect 15. The undecided prospect 16. The wavering prospect 17. The slow-thinking prospect 18. The open-minded prospect

is the art of convincing and persuading people to buy the product.

Attention - Interest - Desire - Action

product, price, place, promotion

physical evidence, process, people, profit

purpose, packaging, production, planet

Volatility - Uncertainty - Complexity - Ambiguity

I - i will form good habits and become their slaves II - i will greet this day with love in my heart III - i will persist until i succeed IV - i am nature's greatest miracle V - i will live this day as if it is my last VI - today i will be master of my emotions VII - i will laugh at the world VIII - today i will multiply my value a hundredfold IX - i will act now X - i will pray for guidance

3 aSPECTS OF PERSONAL SELLING

Persuasion in selling Satisfy their needs Professionalism is observed

5 PS OF SELLING ACCORDING TO STANTON

Preparation Promotion Pre Approach Presentation Post sale activities

5 CAREER OPPORTUNITIES IN SELLING

1. The Manufacturer's Sales People - salespeople who may sell to retailers, wholesales the pioneer products sales people - secure outlets for new product to wholesalers and distributors the dealer servicing sales people - out of stock situation the merchandising sales people - sales promoter 2. The Wholesaler's Sales People - who acts as the intermediary between the manufacturer and retailers 3. The Retailer's Sales People - marketers and consumers, buying and selling 4. The Specialty Sales People - higher in prices

6 advan of seliing as a carir

Relatively high income Travelling Satisfaction of rendering service Chance for advancement Calls for job security Managing onesel Meet challenges Need for academic laurel

Long hours of work Lots of frustration It calls for hard work and persistence

THREE BASIC COMPENSATIONS PLANS

Straight salary Straight commission Combination of salary and incentive plan

to sell himself, to sell the company

4 QUALIFICATIONS FOR A SUCCESSFUL SALES CAREER

education, personal characteristics, personality factors, work habits and experiences

3 CHARACTERISTICS OF A FILIPINO CONSUMER

personalism, authoritarianism, small group centeredness

4 social roles influences the buying behavior

Roles and family influences Reference group influences Social classes Culture

5 INTERNAL BEHAVIOR FACTORS INFLUENCE THE BUYING BEHAVIOR OF FILIPINOS

Perception, Motives, Learning, Attitudes. Personality

10 commands (first 5)

Speak to people , Smile at people, Call people by name, Be friendly and helpful, Be cordial, Be genuinely interested in people, Be generous with praise, Be cautious with criticism, Be considerate of the feelings of others, Be thoughtful of the opinions of others, Be alert to give service

10 commands (first 5)

Speak to people , Smile at people, Call people by name, Be friendly and helpful, Be cordial, Be genuinely interested in people, Be generous with praise, Be cautious with criticism, Be considerate of the feelings of others, Be thoughtful of the opinions of others, Be alert to give service

FAMOUS 5PS OF SUCCESSFUL SELLING

product, personality, perseverance, prospect, picturesque presentation

salesmanship reviewer quiz

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