Page 224 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 2. Customers can conduct threaded discussions or not share opinions.
yes: Motley Fool at http://boards.fool.com
no : Barnes and Noble at www.bn.com

!
Caution Political problems related to foreign business occur mainly because of political
sovereignty, a country's desire to assert its authority and political conflict – either internal
ones such as civil war or external troubles with another country.

Mall Model

An intermediary offers products or services to consumers from a collection of distinct businesses
that retain their individual identities and pay for inclusion in the mall (sometimes called a
"gateway" site). They may also pay for special mall advertising or other mall services.

Example: Autoweb.com at www.autoweb.com targets auto businesses. Buy and sell
used and new cars. Lots of services to buyers appear to be free (unless you want to place an ad).
Dealers pay to join the Auto Web network, pay for virtual showroom services if wanted, and
pay for advertising if wanted. There are Auto Talk forums (threaded discussion) for discussing
car topics.
Self Assessment

State Whether True or False:
11. The salesmen must have credibility so that he may be trusted by the buyer as well as by
the employee.
12. The cultural differences include many factors like language barrier, multiplicity of
languages, dress, food habits, tastes and lesser time and space.

13. The understanding of hand gesture and body language must be understood by sales
managers for effective communication.
14. The buyer must have credibility so that he may be trusted by the buyer as well as by the
employee.
15. Dealing directly with domestic buyers who can either be intermediaries or ultimate
consumers.

Image-Building Model

Establish a web presence that aims mainly to provide product/service/organizational
information and enhance public awareness and/or image for some target group or groups -
consumers, investors, potential employees, or even the public at large - but that does not sell
anything or provide post-sales support. This includes, but is not limited to, brand-building. The
usual hope is that revenues will increase through regular non-web channels, or that investors
(current or potential) will be influenced favourably, or that superior employees will be attracted,
or that the public's esteem or political favour will increase. Usually a site of this type justifies its
budget using the type of arguments traditionally made by marketing/ public relations/ and
human resources departments. Content can be blatantly self-promotional or subtle or rational
or information-rich or emotional, etc.

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