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The Rules of Selling

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Peter Holmes Principles of Marketing October 9, 2002 The Rules of Selling Rules of selling constitute first and foremost defining, secondly guidelines, and finally obligations and responsibilities. This paper will begin with simple explanations and details surrounding the business of selling. Further in, it will begin to get more complex and descriptively explain guidelines. Obligations and responsibilities of companies will be discussed in the latter part of the paper. The definition of selling by Alan J. Zell, who is a self-proclaimed Ambassador of Selling, is stated as, "asking someone to buy what is being offered, in return for time, effort and/or money." Referring to the definition, what is being offered: ideas, information, policies, procedures, policies, attitudes, skills, knowledge, changes, products, and services. ...read more.


These are the basic rules that define selling. There are many guidelines that the presenter has to follow in order to gain customer approval and acceptance. At first glance, the presenter must be logical and understandable to the customer. If in any way the customer is offended, then the sell probably won't be made. This also hurts the organization because the customer might be so offended that they never return and furthermore discuss how degrading that organization is to all his or her friends. This is extremely harmful if the organization is based in a small town where each customer is known by name, because in that type of environment the organization/customer relationship is much deeper than anywhere else. Another guideline that is very difficult to follow is to not offend customers with advertisements and simple comments made by employees. ...read more.


The second obligation is to one's customers, that they are given enough choices so that they believe they will have made the right decision. Many times, if the customer doesn't have enough choices they will delay their decision to buy. The third obligation is to make sure that one's customers are never embarrassed for having made the decision to buy of even contemplate buying or buying what the business offers. In conclusion, I think rules of selling apply to any aspect that is a deciding factor in the outcome of the decision made by a customer to buy or not. With the right strategies and by following the correct set of guidelines developed in the environment in which the company is run, will make the business successful. However, I think that following obligations and responsibilities are a short-term mistake for companies that need quick profits, but in the long run will develop customer relations and help the business prosper. ...read more.

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