mktg chp13

mktg chp13 - o Team Selling Recruiting and Selecting...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Marketing: An Introduction Chapter 13- Communicating Customer Value: Personal Selling and Direct Marketing Personal Selling The Nature of Personal Selling Salesperson- an individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering The Role of the Sales Force Managing the Sales Force Sales force management- the analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm’s salespeople Designing Sales Force Strategy and Structure Sales Force Structure o Territorial Sales Force Structure o Product Sales Force Structure o Customer Sales Force Structure o Complex Sales Force Structure Sales Force Size Other Sales Force Strategy and Structure Issues o Outside and Inside Sales Forces
Background image of page 1

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

View Full DocumentRight Arrow Icon
Background image of page 2
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: o Team Selling Recruiting and Selecting Salespeople Training Salespeople Compensating Salespeople Supervising and Motivating Salespeople Evaluating Salespeople and Sales Force Performance The Personal Selling Process Steps in the Selling Process Prospecting and Qualifying Preapproach Approach Presentation and Demonstration Handling Objections Closing Follow-Up Personal Selling and Customer Relationship Management Direct Marketing The New Direct Marketing Model Benefits and Growth of Direct Marketing Customer Databases and Direct Marketing Forms of Direct Marketing Telephone Marketing Direct-Mail Marketing Catalog Marketing Direct-Response Television Marketing Kiosk Marketing Integrated Direct Marketing Public Policy and Ethical Issues In Direct Marketing Irritation, Unfairness, Deception, and Fraud Invasion of Privacy...
View Full Document

This note was uploaded on 04/10/2008 for the course MKTG 290 taught by Professor Zeno during the Spring '08 term at Ramapo.

Page1 / 2

mktg chp13 - o Team Selling Recruiting and Selecting...

This preview shows document pages 1 - 2. Sign up to view the full document.

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