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THE MARKETING CONCEPT

concept of marketing
The process that leads any business to success seems simple. First, the firm must talk to its potential customers to assess their needs for its goods or services. Then the Firm must develop a good or service to satisfy those needs. Fìnall; the firm must continue to seek ways to provide customer satisfaction. This process is an application of the mai-keting concept, or marketing orientation. As simpic as it seems, American business has been slow to accept it.

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Developing a Personal Selling Plan

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Scope and Importance of Sales Promotion

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Characteristics of Personal Selling

Personal selling has a number of positive and negatise atributes, On the positive side, personal selling provides individual attention for each consumer and is able to pass along a lot of information. There is a dynamic, rather than passive, interaction between buyer and seller. This enables the firm to apply the concept of a buyer-seller dyad. which is a two- way flow of communication between both parties. This is not possible with advertising. Personal selling approaches can be flexible and adapted to the needs of specific consumers. For example. a real estate broker would use a different sales presentation for a couple looking for their first home than for a couple looking for their second home. The salesperson can use as much persuasion as necessary and balance it against the need for information. There is less waste with most forms of selling than with advertising. Personal selling centers on a more defined and concentrated target market. In addition. customers who walk int...