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