Marketing Essentials

Section 2: Getting Ready to Sell

After You Read Online Action

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. Students should explain why they prefer straight commission, straight salary, or salary plus commission.

Academic Skills

4. Straight commission: $1,000,000 X .08 = $80,000; Salary plus commission: $55,000 + ($100,000,000 X .02) = $75,000.
   Mark would potentially make more with straight commission, but since there is no guarantee that sales will always be $100,000,000, more recommend the salary plus commission.
5. All letters should include an introductory paragraph, a second paragraph that explains why the student chose his or her company, and a third paragraph that asks for specific information.