LG Electronics MBA 9120 manual Table of Contents

Table of Contents
PRODUCT/SERVICE INFORMATION	4
PRODUCT OR SERVICE DESCRIPTION	4
COMPANY DESCRIPTION	4
PERSONAL SELLING PHILOSOPHY	5
MY PERSONAL SELLING PHILOSOPHY	5
Market Setting:	5
Personal Selling:	5
Problem-solving Training:	5
RELATIONSHIP STRATEGY	6
MY RELATIONSHIP STRATEGY:	6
Typical sales-customer relationship:	6
Attitude of Salesperson:	6
Appearance:	6
Relationship Strengthening Methods:	6
Own Communication style:	7
PRODUCT AND FEATURE BENEFITS	8
BRIEF COMPANY DESCRIPTION:	8
PRODUCT OR CREATED PRODUCT SOLUTION:	8
TECHNICAL EXPERTISE NEEDED:	8
LIFE CYCLE:	8
PRICING:	8
FEATURE	8
CORRESPONDING BENEFIT	8
CUSTOMER STRATEGY	10
TYPICAL BUYING MOTIVES OF PROSPECT:	10
QUESTIONS SUCH AS THE FOLLOWING WOULD HAVE TO BE ASKED BY THE SALESPERSON TO ENSURE A
RELIABLE SALE	10
THE TYPICAL PROSPECT AS AN INDIVIDUAL (AND AS A COMPANY REPRESENTATIVE, IF APPROPRIATE):	10
TOOLS FOR MANAGING AND TRACKING PROGRESS WITH CUSTOMER RELATIONSHIPS AND PROSPECTS (CRM,
ACT!, ETC.):	10
LIST OF PROSPECTS & DECISION-MAKING METHOD USED	11
POTENTIAL SALES VOLUME	11
BUSINESS CONTACT	12
PRESENTATION OBJECTIVES:	12
TYPICAL SALES CYCLE:	12
SOCIAL CONTACT METHODS:	12
BUSINESS CONTACT METHODS:	12
METHOD OF APPROACH	12

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