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Overview (WK7)

Overview (WK7) - • Comprehend what the sales manager must...

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Week 7: Week 7 (Apr 26 - May 2) Help Overview, Objectives, and Weekly Activities Week 7: Promotion and Personal Selling Synopsis of the Topics for the Week: Discussion topics include: promotion objectives and methods from a strategic viewpoint, importance and role of personal selling, supporting the sales force, basic sales tasks, selecting and motivating sales people, personal selling techniques, etc. Week 7: Weekly Objectives <PAfter working through the instructional materials, activities, and assessments for this week, the student should be able to: Discuss the advantages and disadvantages of the promotion methods that a marketing manager can use in strategy planning. Explain integrated marketing communications concept and why most firms use a blend of different promotion methods. Discuss the three basic sales tasks—order getting, order taking, and supporting--and what the various kinds of salespeople can be expected to do.
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Unformatted text preview: • Comprehend what the sales manager must do, including selecting, training, and organizing salespeople to carry out the personal selling job. Readings : • Text: Read Chapters 14 and 15 • Lecture for week 7 Online Discussion Assignment: None. Report #2 : Your report is due the end of this week. Instructions for the report can be found in the content item titled, Report #2. The report should be a minimum of 600 words/1200 words (about 3 pages). You will need to submit it to the Dropbox by clicking on the Dropbox tab at the top of the course frame and choosing Report #2. Homework: Answer question #12 at the end of chapter fourteen and question # 10 at the end of chapter fifteen; the internet exercises on page 372 and page 416 and submit them to the Dropbox by clicking on the Dropbox tab at the top of the course frame and choosing Week 7: Activities....
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