Marketing Essentials

Section 2: Getting Ready to Sell

After You Read Online Action

Reviewing Key Terms and Concepts

1. In all selling situations, salespeople can prepare for the sale by studying their products, keeping abreast of industry trends and competitors, researching potential customers, and developing familiarity with their company’s policies and procedures.
2. Prospecting is looking for potential customers.
3. Answers will vary; you should explain why you prefer straight commission, straight salary, or salary plus commission.

Integrating Academic Skills

4. Answers will vary; straight commission: $1,000,000 X .08 = $80,000; Salary plus commission: $55,000 + ($100,000 X .02) = $75,000. Mark would potentially make more with straight commission, but since there is no guarantee that sales will always be $100,000, you may recommend the salary plus commission if you are of a cautious nature.
5. Letters will vary; all letters should include an introductory paragraph, a second paragraph that explains why you chose the company, and a third paragraph that asks for specific information.