Zach Tutoring BCOR 350 Exam 5 Outline .docx - Marketing Exam 5 Outline Chapter 16 Personal Selling and Sales Promotion 16.1 Personal Selling Personal

Zach Tutoring BCOR 350 Exam 5 Outline .docx - Marketing...

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Marketing Exam 5 Outline Chapter 16: Personal Selling and Sales Promotion 16.1: Personal Selling Personal selling: personal presentation by the firm’s sales force for the purpose of engaging customers, making sales, and building customer relationships Salesperson: an individual who represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building -personal selling is the interpersonal arm of the promotion mix Linking the company with its customers Salespeople represent the company to its customers Represent the customers to the company 16.2 Managing the Sales Force Sales force management: analyzing, planning, implementing, and controlling sales force activities -A company can divide sales responsibilities along several lines Territorial sales force structure: a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line Product sales force structure : a sales force organization in which salespeople specialize in selling only a portion of the company’s products or lines Customer sales force structure: a sales force organization in which sales people specialize in selling only to certain customers or industries Workload approach: a company first groups accounts into different classes according to size,
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