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HA400 : The Class : Professional : Concept and Sales : Synthesis Question

Assignment 1: Synthesis Question, P1, S1, T3

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PHASE I, STEP#1, TOPIC 3 - The Marketing Concept and Sales

The new selling profession of Consultative Sales began early evolution in the early 1970's and has become increasingly sophisticated by adding refinements (strategic components in the 1980's and partnering concepts in the 1990's). Personal selling is becoming "micro-marketing." As large and complex products/services become increasingly customized for customers (in this course we are concerned with selling to industry and other businesses), consultative salespeople are like mini-marketing organizations. Comment on the relationship between consultative salespeople and the marketing concept.

There are four parts to this question.

1. What is the "Marketing Concept" and how does it differ from earlier concepts (seller philosophies of doing business)?.

2. Describe "Quality Management.". How is quality connected to the "Marketing Concept."

3. Fully describe the timeline evolution of ""Sales" past to present. How did evolving "Marketing" approaches affect sales? (see course pack or Online)

4. Referring to the Online articles by McNeill (See P1,S1, T1) and lesson in this topic, "The Art of Persuasion", briefly relate each of the eight "Steps" of the "Consultative Selling Model" to your PERSONAL & PROFESSIONAL DEVELOPMENT (This relates to any career path that you plan for yourself).

((a) Sell your ideas and yourself for obtaining different positions and/or jobs throughout your career and

(b) As a manager, use persuasion and influence to have your employees commit to your company's objectives (the era of AUTOCRATIC "command & control" is OUT).

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Send E-mail to Richard G McNeill Ed.D., CHME
or call (520) 523-1713


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