0324536380_77287

0324536380_77287 - CH APT ER 17 Personal Selling and Sales...

Info iconThis preview shows pages 1–6. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter Objectives Personal Selling and Sales Promotion CHAPTER    17 1 2 4 7 8 Describe the role of today’s salesperson. Describe the four sales channels. Describe the major trends in personal selling. Identify and briefly describe the three basic sales tasks. Outline the seven steps in the sales process. Identify the seven basic functions of a sales manager. Identify the role of ethical behavior in personal selling. Describe the role of sales promotion in the promotional mix, and identify the different types of sales promotions. 5 3 6
Background image of page 1

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

View Full DocumentRight Arrow Icon
CHAPTER 17 Personal Selling and Sales Promotion Personal selling Interpersonal influence process involving a seller’s promotional presentation conducted on a person-to-person basis with the buyer. • Sixteen million people in the U.S. are employed in sales. • Personal selling is the single largest marketing expense in many firms.
Background image of page 2
CHAPTER 17 Personal Selling and Sales Promotion THE EVOLUTION OF PERSONAL SELLING • Salespeople are problem solvers who focus on meeting customers’ needs before, during, and after the sale. • Must be able to do the following: • Focus on customers’ needs and problems, and offer solutions. • Follow through with phone calls and other communications. • Develop expertise about their industry and product. • Go the extra mile to fulfill customers’ needs beyond their expectations. • Bureau of Labor Statistics predicts that jobs in sales will grow by 10 percent over the next decade.
Background image of page 3

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

View Full DocumentRight Arrow Icon
CHAPTER 17 Personal Selling and Sales Promotion THE FOUR SALES CHANNELS • Channels all include both business-to-business and direct-to-customer selling. Over-the-counter selling Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business. Field selling Sales presentations made at prospective customers’ locations on a face-to-face basis. Telemarketing Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customers who initiate calls to obtain information and place orders.   Inside selling Selling by phone, mail, and electronic commerce. • Firms generally blend sales channels in their sales organization.
Background image of page 4
CHAPTER 17 Personal Selling and Sales Promotion TRENDS IN PERSONAL SELLING • Companies rely on three major personal selling approaches to meet customer needs. Relationship selling
Background image of page 5

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

View Full DocumentRight Arrow Icon
Image of page 6
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 03/26/2011 for the course MKT 320 taught by Professor Finder during the Spring '08 term at North Alabama.

Page1 / 17

0324536380_77287 - CH APT ER 17 Personal Selling and Sales...

This preview shows document pages 1 - 6. Sign up to view the full document.

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