chapter 20 personal selling and sales management class notes

... Trang 1personal selling and  sales management nineteen Trang 2LO 19-3 Describe the key functions involved in managing a sales force LO 19-4 Describe the ethical and legal issues in personal selling ... 15Managing the Sales ForceTrang 16Sales Force StructureTrang 17Comstock Images /Jupiter images. Trang 18Recruiting and Selecting SalespeopleTrang 19Recruiting for SuccessTrang 20Sales TrainingTrang 21Salespeople ... difference between monetary and nonmonetary incentives? Trang 24Personal Selling Trang 25check yourself • What are three areas of personal selling in which ethical and legal issues are more likely

Ngày tải lên: 18/01/2020, 21:05

... Copyright © 2013 by The McGraw-Hill Companies, Inc All rights reserved.Personal Selling and Sales Management Chapter 17 Trang 2Learning Objectives LO1 The role of interpersonal selling in international ... through personal selling  With the cultural differences, designing, building, training, motivating, and compensating an international sales group is a challenge Trang 4Designing the Sales Force ... current and potential customers, the selling environment, competition, and the firm’s resources and capabilities, decisions must be made regarding: • the numbers • characteristics and a •

Ngày tải lên: 17/10/2022, 18:53

... a salesperson preview ads and sales-promotion campaigns E) sending brand managers on sales calls with a salesperson Answer: A Diff: 3 Page Ref: 460-461 AACSB: Analytic Skills B) sales force management ... buyers to generate sales.e-A) outside sales force B) inside sales force C) complex sales force D) customer sales force E) product sales force A) answering customer's questions when a salesperson is ... climate developed by the sales team E) more efficient scheduling of sales calls and sales presentations A) customer-contact and relationship management software B) time-and-duty analysis software

Ngày tải lên: 10/05/2017, 11:01

... 1i t ’s good  and  good for youChapter Sixteen Personal Selling and Sales Promotion Trang 2Personal Selling and Trang 3Personal SellingPersonal selling is the interpersonal part of the promotion mix and ... salespeople • Selling and the Internet Trang 18 Managing the Sales ForceTrang 19 Managing the Sales Force• Evaluating Salespeople and Sales Force Performance Trang 20The Personal Selling ProcessThe ... • Personal Selling Trang 4Personal SellingSalespeople are an effective link between the company and its customers to produce customer value and company profit by: • The Nature of Personal Selling

Ngày tải lên: 19/01/2020, 01:36

... having a salesperson preview ads and sales-promotion campaigns E) sending brand managers on sales calls with a salesperson Answer: A AACSB: Analytic Skills B) sales force management C) group sales ... Trang 1Chapter 16 Personal Selling and Sales Promotion1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales? ... buyers to generate sales e-A) outside sales force B) inside sales force C) complex sales force D) customer sales force E) product sales force A) answering customer's questions when a salesperson is

Ngày tải lên: 21/11/2016, 12:18

... Trang 20Self-Management CompetencyDimensions  Has clear personal and career goals and knows own values, feelings and areas of strengths and weaknesses  Analyzes and learns from work and life ... Trang 1THE BIG PICTURE Chapter 1: Introduction to Selling and  Sales Management Trang 2Sales Management“I don’t care how many degrees you  have on the wall, if you don’t know  ... 25, 1997 Trang 3Figure 1-1:Positions of Personal Selling and Sales Management in the Marketing Mix Planning Motivating Budgeting Compensating Recruiting and selecting Designing territories Training

Ngày tải lên: 05/11/2020, 02:36

... Supervising salespeople: 15 5.2 Selling and the Internet: 15 5.3 Motivating salespeople : 16 6 Evaluating Salespeople and sales force performance: 16 III PERSONAL SELLING PROCESS 17 1 Prospecting and ... Advantages of Personal Selling 5 3.2 Disadvantages of personal selling 5 II MANAGING THE SALES FORCE: 6 1 Designing the sales force strategy and structure: 6 1.1 The sales force structure: 6 1.2 Sales ... 1.3 Other Sales Force Strategy and Structure Issues: 11 2 Recruiting and Selecting Salespeople: 12 3 Training salespeople: 13 4 Compensating salespeople: 14 5 Supervising and Motivating Salespeople:

Ngày tải lên: 29/10/2016, 12:18

... reached at Dr.Aziz@ieee.org Trang 20PART ONEEXCHANGE BEHAVIOR IN SELLING AND SALES MANAGEMENT (X-Be) Trang 22ELEMENTS OF X-Be Exchange behavior in Selling and Sales Management, or X-Be in short, ... Chinese sales books: “What is this thing called selling?” (2002, awarded as the “Nation’s lent & Best-selling Work in Social Sciences for 2003” by the BPDAC)and the “Selling Behavior” (2005, ... Trang 2EXCHANGE BEHAVIORIN SELLING AND SALES MANAGEMENT Trang 4EXCHANGE BEHAVIOR IN SELLING ANDSALES MANAGEMENT Peng Sheng Aziz Guergachi Amsterdam •Boston•Heidelberg•London•New

Ngày tải lên: 31/03/2017, 10:32

... Slide 20-6SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT • Nature of Personal Selling and Sales Management – Personal Selling – two-way flow of communication between buyer and ... teleconferencing, and the internet between buyers and sellers Trang 5SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT • Nature of Personal Selling and Sales Management – Sales Management ... PERSONAL SELLING AND SALES MANAGEMENT • Selling Happens Almost Everywhere – “Everyone lives by selling something” Trang 7FIGURE 20-1 Personal selling and sales management quiz Trang 8© 2006 McGraw-Hill

Ngày tải lên: 06/02/2018, 10:04

... 5The Role of the Sales Force Personal selling is a paid, personal form of promotion. – Involves two-way personal communication between salespeople and individual customers.  Salespeople: – ... and relationship marketing. 4 Define direct marketing and discuss its benefits to customers and companies. 5 Identify and discuss the major forms of Trang 3Personal Selling’s Rolecombines personal ... company’s salespeople in creating value for customers and building customer relationships. 2 Identify and explain the six major sales force management steps. 3 Discuss the personal selling process,

Ngày tải lên: 19/01/2020, 00:23

... EVOLUTION OF MANAGEMENT THOUGHT, 6TH EDITION Electronic Resource by: Regina Greenwood and Julia Teahen Trang 2Organizational Behavior and Organization TheoryChapter TwentyTrang 3People and OrganizationsOrganizations ... 15Personnel/Human Resource Managementfirst to add human resources to a personnel management text. Strauss, Leonard Sayles, and Thomas Kochan have enriched human resource management literature ... individuals with a lower need for achievement, and when they are familiar and at ease with participative management techniques terms of how goals are chosen and how results are fed back Trang 28Leadership

Ngày tải lên: 05/11/2020, 03:51

... and Promotion20 McGraw-Hill/Irwin © 2004 The McGraw-Hill Companies, Inc., All Rights Reserved. Trang 2Reasons for the importance of international markets¾ Domestic markets for many products and ... product usage, brand attitudes, and media preferences ¾Information on media usage and audience size ¾Copy testing to determine reactions to different types of advertising appeals and executions ... Trang 12Global Marketing and Advertising Advantages ¾ Economies of scale in production, distribution ¾ Lower costs with less in planning and control ¾ Lower advertising and production costs ¾ Ability

Ngày tải lên: 20/04/2015, 23:50

... be both uncertain and important Trang 37Work Stress and Its ManagementWork Stress and Its Management Constraints Forces that prevent individuals from doing what they desire Demands The loss of ... Its ManagementWork Stress and Its Management Stress A dynamic condition in which an individual is confronted with an opportunity, constraint, or demand related to what he or she desires and for ... rstephen p robbins e l e v e n t h e d i t i o n Trang 2Chapter 18Organizational Change and Stress Management Trang 3After studying this chapter,you should be able to: 1 Describe forces that act

Ngày tải lên: 18/11/2016, 12:21

... Factors – Task demands related to the job – Role demands of functioning in an organization – Interpersonal demands created by other employees • Personal Factors – Family and personal relationships ... Behavior 13th Edition Chapter 19: Organizational Change and Stress Management Student Study Slideshow Bob Stretch Trang 2Chapter Learning Objectives• After studying this chapter, you should be ... greater harm than challenge stressors Exhibit 19-7 Trang 20Demands-Resources Model of Stress• Demands – Responsibilities, pressures, obligations, and uncertainties in the workplace Trang 21Potential

Ngày tải lên: 07/12/2016, 08:53

... Outcomes (cont.)20.4 Explain the purposes of the following credit and collections acts: ECOA, FCRA, and FDCPA, and TLA 20.5 Relate the required components of a Truth in Lending statement 20.6 Summarize ... 1Patient Billing and Collection Trang 2Learning Outcomes (cont.)20.1 Describe accounts receivable and accounts payable and the common payment methods accepted in medical practices today 20.2 Identify ... used as statements to bill patients and how these documents are used in cycle billing. 20.3 Compare open book, written-contract, and single-entry accounts, and purpose of creating an accounts

Ngày tải lên: 22/05/2017, 16:45

... and terminates conversation 6 Presentation layer – This layer is part of an operating system and converts incoming and outgoing data from one presentation format to another (e.g encryption and ... writes the program) and operator (who uses the program)  There should be full documentation of all program changes and their testing exercises Controls over use of Programs and Data To prevent ... operators with “Standard Operating Procedures” and “Job Scheduling” to specify which version of the program should be used  Supervisors should monitor activities of staff  Management should

Ngày tải lên: 28/03/2018, 11:44

... http://www.systemdynamics.org/conferences/2006/proceed/papers/CHAIM315.pdf, accessed April 15, 2009.) © 2010 by Taylor and Francis Group, LLC Trang 7In a changing and complex environment, pension funds ... (transaction and risk management costs → asset alloca-tion → shortfall costs → transacalloca-tion and risk management costs): If there were costs, there would be less money to invest and, consequently, ... variables, to understand rates of change, to think at a s ystem level and to understand causation in a s ystem” (de Santos, 1992) Macroeconomics, biometrics, and actuarial classes of vari-ables

Ngày tải lên: 28/08/2019, 08:49

... 199 6 Law and ethical issues 200 Objectives 200 Key concepts 200 6.1 The contract 201 6.2 Terms and conditions 202 6.3 Terms of trade 203 6.4 Business practices and legal controls 206 6.5 Ethical ... five logical parts: Sales Perspective, Sales Envi- ronment, Sales Technique, Sales Management and Sales Control. Sales Perspective examines selling in its historical role and then views its place within ... responsibilities and preparation 225 8 Personal selling skills 247 9 Key account management 281 10 Relationship selling 307 11 Direct marketing 330 12 Internet and IT applications in selling and sales management 352 Part...

Ngày tải lên: 19/02/2014, 14:20

... one successful sales manager: 14 CHAPTER 1 INTRODUCTION TO SELLING AND SALES MANAGEMENT Understanding the Industry ã Understands the history and general trends in the industry and their implications ... accounts for more than 20 percent of U.S. gross national prod- 4 CHAPTER 1 INTRODUCTION TO SELLING AND SALES MANAGEMENT Selling process ã Relationship selling ã Sales teams ã Inside selling ã Productivity ... purchase and redeem fund shares, and gain access to account performance. The sales force is freed up to devote time to 20 CHAPTER 1 INTRODUCTION TO SELLING AND SALES MANAGEMENT Cultural Knowledge and...

Ngày tải lên: 03/07/2014, 06:20