Sales Management: Products and Services. Dr Jae K Shim
SMEI’s Certified Professional Salesperson (SCPS)
Chapter 4: Motivation and Consumer Behavior
No two customers are identical
Primary, selective, and patronage motives
Positive versus negative motives
Emotional versus rational motives
Difficulties in analyzing motives
Chapter 5: Information on the Company, the Product, Competition and Advertising
Chapter 6: Credit, Pricing and Discounts
Pricing
Price definitions
List price
Net price
Zone price
Basing-point price
Postage-stamp delivered price
Fair-trade price
Guaranteed price
F.o.b. price
F.a.s. price
C.i.f. price
Major laws regulating prices and trade practices
Sherman Antitrust Act of 1890
Pure Food and Drug Act of 1906
Federal Trade Commission Act of 1914
Clayton Act of 1914
Tariff Act of 1930
State fair-trade or resale price maintenance laws
Robinson-Patman Act of 1936
Miller-Tydings Act of 1937
Wheeler-Lea Act of 1938
The Wool Products Labeling Act of 1939
Antimerger Act of 1950
The Fur Products Labeling Act of 1951
The McGuire Amendment of 1952
The Automobile Information Disclosure Act of 1958
Unfair trade practice laws
The Hazardous Substance Labeling Act of 1960
Fair Packaging and Labeling (Truth-in-Packaging) Act of 1966
Consumer Credit Protection (Truth-in-Lending) Act of 1968
Magnuson-Moss Warranty Act of 1975
Consumer Goods Pricing Act of 1975
Telephone Consumer Protection Act of 1991
Children’s