C16 Personal Selling

C16 Personal Selling - Chapter 16 - slide 1 Personal...

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Unformatted text preview: Chapter 16 - slide 1 Personal Selling pp 458-161 Managing the Sales Force pp 461-472 Personal Selling Process pp 472-475 Chapters 16 Chapter 16 - slide 2 Personal Selling and Sales Promotion • Personal Selling • Role of the Sales Force • Managing the Sales Force • The Personal Selling Process Topic Outline Chapter 16 - slide 3 Personal Selling Personal selling is the interpersonal part of the promotion mix and can include: • Face-to-face communication • Telephone communication • Video or Web conferencing The Role of the Sales Force Chapter 16 - slide 4 Personal Selling Salespeople are an effective link between the company and its customers to produce customer value and company profit by: • Representing the company to customers • Representing customers to the company • Working closely with marketing The Nature of Personal Selling Chapter 16 - slide 5 Managing the Sales Force • Sales force management is the analysis, planning, implementation, and control of sales force activities Chapter 16 - slide 6 ___________ includes recruiting, selecting, supervising, and evaluating salespeople. 1. Marketing mix 2. Product mix 3. Promotion mix 4. Sales force management Chapter 16 - slide 7 Managing the Sales Force Territorial sales force structure Product sales force structure Customer sales force structure Complex sales force structure Designing Sales Force Structure Chapter 16 - slide 8 Managing the Sales Force Territorial sales force structure refers to a structure where each salesperson is assigned an exclusive geographic area and sells the company’s full line of products and services to all customers in that territory • Defines salesperson’s job • Fixes accountability • Lowers sales expenses • Improves relationship building and selling effectiveness Sales Force Structure Chapter 16 - slide 9 Managing the Sales Force Product sales force structure refers to a structure where each salesperson sells along product lines • Improves product knowledge • Can lead to territorial conflicts Sales Force Structure Chapter 16 - slide 10 Managing the Sales Force Customer sales force structure refers to a structure where each salesperson sells along customer or industry lines • Improves customer relationships Sales Force Structure Chapter 16 - slide 11...
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This note was uploaded on 04/22/2011 for the course BUS M 341 taught by Professor Scottsmith during the Fall '10 term at BYU.

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C16 Personal Selling - Chapter 16 - slide 1 Personal...

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