Principles of Marketing Management

PRINCIPLES OF
MARKETING
MANAGEMENT
Running Head: MANAGEMENT OF MARKETING 0

MANAGEMENT OF MARKETING 1
Table of Contents
Salesperson......................................................................................................................................2
Selling process steps........................................................................................................................2
Pre-sales preparations..................................................................................................................2
Prospecting..................................................................................................................................2
Pre approach................................................................................................................................2
Approach......................................................................................................................................2
Presentation of sales....................................................................................................................3
Objections....................................................................................................................................3
Follow-up.....................................................................................................................................3
Process of selling.............................................................................................................................3
Steps 1..........................................................................................................................................3
Step 2...........................................................................................................................................3
Step 3...........................................................................................................................................3
Step 4...........................................................................................................................................4
Step 5...........................................................................................................................................4
Step 6...........................................................................................................................................4
Step 7...........................................................................................................................................4
References........................................................................................................................................5

MANAGEMENT OF MARKETING 2
Salesperson
Organizations for achieving the success established chain of salesperson to promote the products.
Sales person sells entire services and goods to entities. The salesperson usually measures the
number of sale to peruse individual to make a purchase. Organizations employs a person to
increase the base for services or goods (Ponting, 2011).
Selling process steps
Pre-sales preparations
A salesperson has to assist the consumers and identification of customer problems to prescribe a
suitable solution (Spiro, 2016).
Prospecting
A salesman seeks potential customers in prospects of probable buyers. These consists customers,
and phone directories.
Pre approach
A prospect helps salesman to find out needs and specific requirement of the customers. Salesman
plans to match the needs of the individual prospect.
Approach
Salesman contact individuals by reference or introduction to customers. Salesman attracts the
person by the attentions, business cards of the product.