Koofers

chapter 15 - Flashcards

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Class:MKT 320F - FOUNDATIONS OF MARKETING
Subject:Marketing
University:University of Texas - Austin
Term:Fall 2011
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sales representatvie

o    is often the only link between the firm and its customers and represents one to the other (represents the customer when inside the firm; represents the firm when talking to the customer)

sales people

o    is responsible for explaining the whole company’s total effort to customers rather than just pushing products…may provide product info, explain company policies, negotiate prices or diagnose technical problems

order getter

o    – to locate new prospects, open new accounts, see new opps, help establish/build channel relationships

needs to understand a customer’s whole business as well as technical details about the product and its applications

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 sales representatvie

o    is often the only link between the firm and its customers and represents one to the other (represents the customer when inside the firm; represents the firm when talking to the customer)

 sales people

o    is responsible for explaining the whole company’s total effort to customers rather than just pushing products…may provide product info, explain company policies, negotiate prices or diagnose technical problems

 order getter

o    – to locate new prospects, open new accounts, see new opps, help establish/build channel relationships

needs to understand a customer’s whole business as well as technical details about the product and its applications

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