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Sales Force Management Study Guide Final

Sales Force Management Study Guide Final - Sales Force...

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Sales Force Management Study Guide CHAPTER 1 – Introduction to Sales Management in the Twenty-First Century SALES & PERSONAL SELLING: 1. From a punitive to a teamwork atmosphere 2. From transactional to relationship selling EXTERNAL ENVIRONMENTS OR UNCONTROLLABLE VARIABLES: Economy Customers Competition – serves to better the competition Technology Regulation and Legislation Independent Media Acts of God/Nature External Environments = things we can’t control Know the number of competing firms and their relative strengths in the marketplace Why are sales jobs so rewarding? Be your own boss No 2 days are the same Get to treat yourself Variety REWARDS: Intrinsic – internal rewards given to yourself Extrinsic – external rewards given by the company 4 P’s OF SELLING: Product Price Place Promotion ALTERNATE 4 P’s OF SELLING: Prospecting Preparation – features/discuss benefits with someone Presentation Post-sale
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CHAPTER 2 – The Process of Selling & Buying RELATIONSHIP SELLING: 1. Prospecting 2.
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