Marketing - Professional Selling Course, Test Study Notes - 1

Developing Relationship Strategy Emotional Intelligence - capacity to recognize our own feelings and feelings of others to motivate ourselves, and manage emotions in ourselves and our relationships. People with high level of emotional intelligence display many qualities needed in sales work: self-confidence trust adaptability initiative optimism empathy social skills. Selling involves 3 major relationship challenges: Building new relationships - starts with communication of positive impressions during the initial contact Transforming relationships from personal level to business …

…PATRONAGE BUYING MOTIVE - causes the customer to buy a product from one particular company. (due to: superior service, décor, product selection, salesperson) PRODUCT BUYING MOTIVE - causes customer to buy one particular product brand or label over another. (due to: brand preference, quality, price, design, engineering preference) BUYING CENTRE - group of people who fill different roles involved in making a buying decision. Roles: Buyer Initiator User Influencer Decider Gatekeeper