CH19-Professional%20selling%20and%20Sales%20Manaagement-student

CH19-Professional%20selling%20and%20Sales%20Manaagement-student

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Unformatted text preview: CHAPTER PERSONAL SELLING AND SALES MANAGEMENT 19 19­1 Professional Selling as a Career • People love the lifestyle • There is a lot of flexibility • There is a lot of variety in the job • Can be very lucrative • Very visible to management and good for promotions Sales Jobs Website 19­2 The Value Added by Personal Selling • Salespeople Provide Information and Advice • Salespeople Save Time and Simplify Buying • Salespeople Build Relationships ©Royalty-Free/Corbis 19­3 The Scope and Nature of Personal Selling 19­4 The Personal Selling Process 19­5 Step 1: Generate and Qualify Leads 19­6 Step 2: Preapproach ©Royalty-Free/Corbis 19­7 Step 3: Sales Presentation and Overcoming Reservations Klaus Tiedge/Blend Images/Getty Images 19­8 Digital Vision/Getty Images Step 4: Closing the Sale • Getting the order • Often most stressful part of sales process • A “no” one day may be the foundation for a “yes” another 19­9 Step 5: Follow­Up 19­10 Managing the Sales Force 19­11 Sales Force Structure 19­12 Recruiting and Selecting Salespeople 19­13 Sales Training 19­14 Motivating and Compensating Salespeople GRANTLAND® Copyright Grantland Enterprises; wwwgrantlandnet Financial rewards Nonfinancial rewards 19­15 Evaluating Salespeople • Tied to the reward structure • Evaluation measures can be either objective or subjective BananaStock/PictureQuest 19­16 Ethical and Legal Issues in Personal Selling 19­17 ...
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This note was uploaded on 01/12/2012 for the course MAR 3023 taught by Professor Bagwhandee during the Fall '08 term at University of Central Florida.

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CH19-Professional%20selling%20and%20Sales%20Manaagement-student

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