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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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- Spring '08
- Zeno
- Marketing, Sales, sales force, Sales Force Structure o Territorial Sales Force
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