Chapter 1 - Sales Management The Field of Sales Force...

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August 31, 2011 Sales Management The Field of Sales Force Management
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Personal Selling and Sales Management Explore both areas Key difficulty: Matching expectations of sales reps with those of sales, marketing and corporate managers Important skills, methods and principles in each Better reps and managers will understand both worlds
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What is your opinion of a sales representative? Where do you think that impression comes from?
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Percent of Customers with Complaint 11% 12% 13% 15% 17% 0% 5% 10% 15% 20% Should be more of our advocate Does not listen to our needs Does not respond to our needs Inadequate product knowledge Does not understand our business Top Customer Complaints About Salespeople Source: The HR Chally Group, Ten Year Research Report, 2002.
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Scope and focus of text Sales management: The management of the personal selling component of an organization’s marketing programs. Focus on outside sales force One of few marketing courses/texts to focus on implementation and evaluation
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Context Corporate strategy and plans Marketing Plans Marketing Mix Promotional mix or communications mix Personal Selling
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Types of Outside Sales Forces Product Sold for Purpose of:
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This note was uploaded on 09/16/2011 for the course MKTG 311 taught by Professor Kulick during the Fall '11 term at George Mason.

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Chapter 1 - Sales Management The Field of Sales Force...

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