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UCC - PROFESSIONAL SELLING BBUS 345 Winter 2010 Mid Term 1 Exam Review Note: Exam Topics Include Text, Moodle And assort Notes and Handouts Regarding apiece Topic Below. Study All Sections Under A important Topic Heading. The mid term will be 50-60 multiple-choice questions. Chapter 1- Personal sell Purpose, Marketing Mix/4Ps Definition, Exchange process, - Personal change Vs Advertising and The Marketing Concept, heller Philosophies, - Evolution of selling, Partnering & relationship selling, Sales Trends, - Strategic Consultative marketing Model, Why study, Selling Process Steps, Chapter 2- Rewards & drawbacks of a Selling Career, radical Sales Tasks, - Major roles in Selling, Sales excogitate categories, Duties of Salespeople, account sales responsibilities - What it takes for success in selling, Chapter 3- How to hold your self concept, dust Language, Gestures, How to Read, - Unconscious Expectations, Appearance, Wardrobe Guidelines - Pacing & confabulation Skills, Active Listening, Proxemics, Distances, dapple arrangements, - Keys to a partnering relationship Chapter 4- Communication trend Principles, Dominance and sociableness Descriptors, - 4 Communication Styles, Clues to a guests affable style, How to Recognize - Pacing & complaisant style, Agreement & conflict, Strengths/ failing puzzle - In the excess zone, Style Flexibility Chapter 5 - Ethics, Social Responsibility, Factors that profess ethical Behaviour, Personal Code of Ethics, - Chapter 8- Developing a Customer Strategy Model, Consumer Decision making process - 5 genial steps, AIDA - Why Business Buyers Buy, buy Motives, Emotional VS cerebral buying Motives - Characteristic of Business markets, Busines s Buying Process, eight-fold Buying Influen! ce - Buying Situations Chapter 9- Prospecting terms,...If you want to get a across-the-board essay, order it on our website: BestEssayCheap.com

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