Developing a Personal Selling Strategy
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(Case Code: MKTG254) click on the button below, and select the case from the list of available cases:
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Please note:
This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.
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Case Details: |
Price: |
| Case Code |
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MKTG254 |
For delivery in electronic format: Rs. 200;
For delivery through courier (within India): Rs. 200 + Shipping & Handling Charges extraThemes
Sales and Sales Force Management / Personal Selling |
| Case Length |
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03 Pages |
| Period |
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- |
| Pub Date |
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2010 |
| Teaching Note |
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Available |
| Organization |
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| Industry |
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Books |
| Countries |
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India |
Abstract:
This case study details the dilemma faced by a software professional as he volunteers to prepare a personal selling strategy for a set of books on spirituality on behalf of a trust.
The case study also offers the students/trainees a chance to enhance their knowledge and sales skills through role play.
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Issues:
» Understand the various stages of the sales process, particularly objection handling.
» Understand the importance of objection handling and the various techniques/steps involved in handling an objection.
Keywords:
Personal selling, Sales process, Steps in the Sales process, Lead generation, Lead qualification, Pre-Approach, Sales presentation, Objection Handling, Personal selling strategy, Role play
Developing a Personal Selling Strategy
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