現代營銷技巧培訓（英文版）(ppt 152頁)

現代營銷技巧培訓（英文版）內容提要：
Evolution of Personal Selling
Early Origins of Personal Selling
Industrial Revolution Era
(1700s Europe; 1850s US)
Post-Industrial Revolution Era
(1800s Europe; 1900 US)
Canned Sales Presentation
The War and Depression Era
Professionalism: The Modern Era
……

Contributions of Personal Selling Salespeople and the Customer
Industrial buyers prefer to deal with salespeople who:
Are honest
Understand general business and economic trends, as well as the buyer's business
Provide guidance throughout the sales process
Help the buyer to solve problems
Have a pleasant personality and a good professional image
Coordinate all aspects of the product and service to provide a total package
……

Distinguishing Characteristics of Business Markets
Buyers are Larger but Fewer in Number
Derived Demand
Higher Levels of Demand Fluctuation
Purchasing Professionals
Multiple Buying Influences
Close Buyer-Seller Relationships
Supply Chain Management.

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