Identify the general argumentation for
the products / services / segments
(by comparing with buying motivations),
Use them to prepare advertising,
promotion, selling arguments.
For professional or durable products / services, the sales force is not
keen
on canvassing outside their usual customers. The solution is to:
Organize a
total co-operation between marketing and selling teams so as to:
*** Use
(interactive) direct marketing fully,
*** Build a network of
outside partners for cross-recommendations.
*** Get precise data and criteria to
prepare an adequate prospecting plan
>The
seller's role is to
finalize the sale
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