Principles of Marketing
Personal selling involves an understanding of how to handle objections of potential customers/buyers. Consider a product/service that could be sold through personal selling (through a sales person).
What objection, query or concern could a consumer have relating to that product/service before purchasing?
How could a salesperson overcome that objection or answer the query or concern effectively for the consumer?
Principles of Marketing
Choose an organization that markets to consumers (not one that you plan to use for your marketing plan assignment). Answer the following questions based on that organization.
1. There are various factors influencing consumer behavior (see your textbook discussing characteristics affecting consumer’s behavior – cultural, social, personal, psychological…). Select two factors/characteristics and discuss how the target consumer’s behavior can be influenced by the same. Provide examples.
2.Of the four types, what type of buying decision behavior would the target consumer that you described above, represent? Analyze.
