Marketing 2 – 3/07/18
I. Bellwork
Pages 281-282
- Which of the 3 compensation methods do you believe is the most risky? Explain
- How might having a sales quota affect a salesperson’s behavior?
- Explain which compensation method you would prefer.
II. Objectives:
- Define personal selling.
- Identify sales positions.
- List the steps in the sales process.
- Analyze how customers make buying decisions.
- Evaluate selling as a career option.
III. Discussion/Notebook:
- Circle Map – Types of Sales Positions p. 285
- Cold Calling Wolf of Wall Street
- Sequence Map – Steps of a Sale p 286-287
- Venn Diagram – Customer Decision Making
IV. ClassworkA
A. P284 Vocab (7)
B. Page289 Q&A 1-5
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