1-2b: Sales Orientation

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What two things are emphasized in a sales-oriented firm?

1. sales to final buyer 2. intermediaries (MLM's)

What are some examples of industries that are sales-oriented?

The insurance & automotive industry

The fundamental problem with a sales-oriented firm?

a lack of understanding of the needs and wants of the marketplace

How does a sale-oriented firm define it's business?

in terms of the goods and services it produces

Sales oriented companies are _________ focused

internally

Sales Orientation

the belief that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits


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