现代营销技巧培训（英文版）(ppt 152页)
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现代营销技巧培训（英文版）内容提要：
Evolution of Personal Selling
Early Origins of Personal Selling
Industrial Revolution Era
(1700s Europe; 1850s US)
Post-Industrial Revolution Era
(1800s Europe; 1900 US)
Canned Sales Presentation
The War and Depression Era
Professionalism: The Modern Era
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Contributions of Personal Selling Salespeople and the Customer
Industrial buyers prefer to deal with salespeople who:
Are honest
Understand general business and economic trends, as well as the buyer's business
Provide guidance throughout the sales process
Help the buyer to solve problems
Have a pleasant personality and a good professional image
Coordinate all aspects of the product and service to provide a total package
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Distinguishing Characteristics of Business Markets
Buyers are Larger but Fewer in Number
Derived Demand
Higher Levels of Demand Fluctuation
Purchasing Professionals
Multiple Buying Influences
Close Buyer-Seller Relationships
Supply Chain Management.
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