Review for ets exam…




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Sana24.03.2021
Hajmi292 Kb.
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TuriReview
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Public Relations


Can build awareness and preference in the marketplace, repositioning products, and defending them.

Tools include:



Proactive versus reactive approach?

Media relations

Dealing with bad publicity?

Sales


Need to determine salesforce:

  • objectives; prospecting, communicating, selling, servicing, information gathering

  • strategies: solo, team

  • structure: territory (size / shape), product, customer

  • size

  • compensation: salary, commission, bonus, expenses

Personal selling includes:

  1. prospecting and qualifying

  2. preapproach: learn about prospect

  3. approach: greeting

  4. presentation: tell the story

  5. overcoming objections

  6. closing

  7. follow-up and maintenance

Importance of negotiations

Standards versus flexibility

Relationship management versus single transaction

Technologies impact on selling? (Knowledge of customer / CRM / flexibility)



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