Sales Management: Products and Services. Dr Jae K Shim

       SMEI’s Certified Professional Salesperson (SCPS)

       Foundation Skills

       Chapter 4: Motivation and Consumer Behavior

       No two customers are identical

       Basic kinds of motives

       Primary, selective, and patronage motives

       Product motives

       Positive versus negative motives

       Basic versus acquired wants

       Love

       Food and shelter

       Safety and security

       Achieve and accomplish

       Approval and acceptance

       Leisure and relaxation

       Need for health and survival

       Emotional versus rational motives

       Difficulties in analyzing motives

       Theories of motivation

       Perception

       Consumer attitudes

       Learning

       Dyadic interaction

       Chapter 5: Information on the Company, the Product, Competition and Advertising

       Company information

       Product information

       Information on competition

       Advertising and selling

       Chapter 6: Credit, Pricing and Discounts

       Credit and collection

       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