Chapter16

Chapter16 - Chapter 16 Chapter 16 Managing within Your...

Info iconThis preview shows pages 1–8. Sign up to view the full content.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: Chapter 16 Chapter 16 Managing within Your Company Building Internal Partnerships Building Internal Partnerships Internal partnerships- partnering relationships between a salesperson and another member of the same company The Importance Of Internal Partnerships Involves working with other employees in the firm The ability to work with groups inside the company can directly affect the rep’s pocketbook The Role Of Sales In Learning Organizations One of the most important functions of the sales force is carrying the customer’s voice across across a learning organization Salespeople must adapt to satisfy the needs and desires of those who influence sales performance Selling Internally Selling Internally Selling Internally (Exhibit 16.1) Accept responsibility Appeal to higher objective Use SPIN to understand needs Salespeople cannot order a colleague to do something; illustrate benefits to the colleague & increase time urgency Keep issues professional Be prepared to negotiate Company Areas Important Company Areas Important To Salespeople To Salespeople Manufacturing Goal: Producing products at the lowest possible cost Administration Goal: Efficient processes - Administrative departments include order entry, billing, credit, and employee compensation Shipping Goal: Costs & delivery Company Areas Important Company Areas Important to Salespeople to Salespeople Customer Service Important for faster and more direct information flow to the salespeople Marketing Should coordinate closely with sales Biggest problem is usually lack of communication Company Areas Important Company Areas Important to Salespeople to Salespeople Sales Salespeople are often divided in which accounts they are responsible for Partners In The Sales Organization Partners In The Sales Organization Sales Management The Sale Executive Manager is at the top of the sales force hierarchy...
View Full Document

This note was uploaded on 11/10/2009 for the course MAR 4400 taught by Professor Roberta.ciraldo during the Summer '09 term at FAU.

Page1 / 18

Chapter16 - Chapter 16 Chapter 16 Managing within Your...

This preview shows document pages 1 - 8. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online