personal selling and sales force management ppt

... 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 ... Nonfinancial rewards GRANTLAND® Copyright Grantland Enterprises; www.grantland.net Trang 23check yourself • What do sales managers need to do to successfully manage their sales force? • What is the

Ngày tải lên: 18/01/2020, 21:05

... 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 marketing LO2 The ... 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 ... technical, or when selling requires an extensive background of information and applications, an expatriate sales force is the best choice  The chief disadvantages of an expatriate sales force are:

Ngày tải lên: 17/10/2022, 18:53

... Marketing and Sales 4 3 Advantages and disadvantages of Personal selling 4 3.1 Advantages of Personal Selling 5 3.2 Disadvantages of personal selling 5 II MANAGING THE SALES FORCE: 6 1 Designing the sales ... the sales force strategy and structure: 6 1.1 The sales force structure: 6 1.2 Sales force size: 10 1.3 Other Sales Force Strategy and Structure Issues: 11 2 Recruiting and Selecting Salespeople: ... Educational Program) Topic: Personal selling and Sales promotion Trang 2Page 1 of 26Table of Contents I PERSONAL SELLING 3 1 The Nature of Personal Selling 3 2 The Role of the Sales Force 3 2.1 Linking

Ngày tải lên: 29/10/2016, 12:18

... 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 ... performance of its sales force?A) Is the sales force meeting its profit objectives? B) Is the sales force working well with the marketing team? C) Are sales force costs in line with sales force outcomes? ... 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

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 ... Managing the Sales ForceMajor tool to support salespeople • Selling and the Internet Trang 18 Managing the Sales ForceTrang 19 Managing the Sales Force• Evaluating Salespeople and Sales Force Performance ... 5Managing the Sales Force• Sales force management is the analysis, planning, implementation, and control of sales force activities Trang 6 Managing the Sales Force• Designing Sales Force Structure

Ngày tải lên: 19/01/2020, 01:36

... 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 ... 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 ... C) Are sales force costs in line with sales force outcomes? D) Is the sales force accomplishing its customer relationship objectives? E) Does the sales force complete its sales reports and expense

Ngày tải lên: 21/11/2016, 12:18

... strategy, and a firm’s strategic sales force program isdiscussed in Chapter 2 Two management resource presentations follow Chapter 2: salesforce investment and sales forecasting Sales force investment ... supervi-sion, and evaluation of the sales force Even with strong top management commitment andsupport, it took P&G 5 years to transition relationship selling and sales teams, and there isstill ... started,and then give way to an inside salesperson.1 These are very exciting times to be in sales and sales management Many organizationsare finding that sales force changes are needed for more demanding

Ngày tải lên: 03/07/2014, 06:20

... Describe the selling Describe the selling environments and types of environments and types of personal selling personal selling  Understand the sales process Understand the sales process ... chapter 13 Selling and Sales Management Harcourt, Inc. Dr. Rosenbloom Objectives  Identify and understand the Identify and understand the critical factors of personal critical factors of personal ... selling selling  Discuss how selling has evolved Discuss how selling has evolved  Evaluate the advantages and Evaluate the advantages and disadvantages of sales as a disadvantages of sales

Ngày tải lên: 01/07/2014, 05:12

... Trang 2EXCHANGE BEHAVIORIN SELLING AND SALES MANAGEMENT Trang 4EXCHANGE BEHAVIOR IN SELLING ANDSALES MANAGEMENT Peng Sheng Aziz Guergachi Amsterdam •Boston•Heidelberg•London•New ... 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, is a comprehensive ... out successful selling and sales management tasks, innovate andstrengthen their internal production systems, build long-term relationshipswith their customers and other partners, and thus contribute

Ngày tải lên: 31/03/2017, 10:32

... 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 ... 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 ... 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 

Ngày tải lên: 05/11/2020, 02:36

... Trang 1ADAPTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE APTING TOTAL QUALITY MANAGEMENT TECHNIQUES TO THE DISCIPLINE OF SALES LEAD MANAGEMENT DISCIPLINE OF SALES LEAD MANAGEMENT PREPARED BYPREPARED ... allowances, and cutbacks Roaming targets set by worried sales executives simply translate to longer hours on the sales floor, an over anxious (and Trang 6soon to leave) sales team, and ultimately ... models of effective management for small businesses Typically, as we see individuals stay in their respective disciplines and become more refined and specialized, sales performance management Trang

Ngày tải lên: 23/03/2014, 12:20

... improve sales force management at Toyota Giai Phong Trang 13CHAPTER 1: SALES FORCE MANAGEMENT MANAGEMENT “A sales force is a group of salespeople or sales representatives responsible for the sales ... methods of sales allocation The new models of sales allocation are: Segment-based sales force, Functional sales force, Consultative sales force, Enterprise sales force, Transactional sales force Hybrid/Queuing ... OBJECTIVES AND AIMS: Literature review about the sales force management like: designing sales force strategy and structure, recruiting and selecting, training, evaluating, compensating, and measuring sales

Ngày tải lên: 26/03/2015, 08:48

... Definition and Importance of Sales force management 5 1.2 Formulation of a strategic sales program 7 1.2.1 Set goals and objectives 7 1.2.2 Forecast sales 7 1.2.3 Determine sales force size and ... Training the sales force 18 1.3.4 Motivating sales personnel 22 1.3.5 Compensating sales personnel 24 1.3.6 Sales meetings and sales contests 25 1.4 Special considerations of sales force management ... about sales force management  Showing an overview of sales force management in education sector  Analyzing FPT university activities in sales force management  Giving the conclusions and recommendations

Ngày tải lên: 26/03/2015, 08:54

... transactional selling and relationship selling is 1. A In transaction, selling buyers must pay cash 2. B In relationship selling, buyers and sellers must be related 3. C In transaction selling, sellers ... Create plans for the sales function suited to environmental conditions 5. E All of the above Which of the following statements about sales force management is true? 1. A The sales force is the firm's ... important it is to be sales-oriented Trang 24. D Personal selling is usually less expensive than advertising5. E Sales management is no different from any other kind of management Voice over

Ngày tải lên: 11/03/2017, 11:25

... 1 A Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss 2 B Transactional exchanges no longer occur 3 C Sales management must be smart and ... control all aspects of the sales process 5 E Static sales strategies will work best Which of the following statements about sales force management is true? 1 A The sales force is the firm's most ... transactional selling and relationship selling is 1 A In transaction, selling buyers must pay cash 2 B In relationship selling, buyers and sellers must be related 3 C In transaction selling, sellers

Ngày tải lên: 20/03/2017, 10:55

... 7Sales Force Management The analysis, planning, implementation, and control of sales force activities. Trang 8Sale Force Structure Territorial: – Salesperson assigned to exclusive area and ... 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, ... needs – Negotiate terms of sales. – Build long-term personal relationships. Trang 6The Role of the Sales Force Sales force serves as critical link between company and its customers. – They represent

Ngày tải lên: 19/01/2020, 00:23

... improve sales force management at Toyota Giai Phong Trang 13CHAPTER 1: SALES FORCE MANAGEMENT MANAGEMENT “A sales force is a group of salespeople or sales representatives responsible for the sales ... methods of sales allocation The new models of sales allocation are: Segment-based sales force, Functional sales force, Consultative sales force, Enterprise sales force, Transactional sales force Hybrid/Queuing ... OBJECTIVES AND AIMS: Literature review about the sales force management like: designing sales force strategy and structure, recruiting and selecting, training, evaluating, compensating, and measuring sales

Ngày tải lên: 22/09/2020, 00:21

... improve sales force management at Toyota Giai Phong. Trang 13CHAPTER 1: SALES FORCE MANAGEMENTMANAGEMENT “A sales force is a group of salespeople or sales representatives responsiblefor the sales ... methods of sales allocation The new models of sales allocation are:Segment-based sales force, Functional sales force, Consultative sales force,Enterprise sales force, Transactional sales force Hybrid/Queuing ... OBJECTIVES AND AIMS:Literature review about the sales force management like: designing sales forcestrategy and structure, recruiting and selecting, training, evaluating,compensating, and measuring sales

Ngày tải lên: 27/10/2020, 20:04

... budgeting; • salesforce organisation, salesforce size, territory design and planning; • salesforce selection, recruitment and training; • motivating the salesforce; • salesforce evaluation and control. Because ... 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

... least among sales force researchers) 9 Examples: E j V j M j Level of Performance 80% 60 48 If j=$200,000 in sales 40% 100 40 If j=$300,000 in sales 10% 80 8 If j=$400,000 in sales 26 Sales Manager ... what to do next 17 Sales Manager Objectives & Tools Objectives: Increase magnitude and accuracy of expectancies Increase accuracy of instrumentalities Understand and work with valences Key: reduce ... expectations pressure salespeople to meet them  A role partner is anyone with a vested interest in how a salesperson does the job, such as: the boss, the customers, other executives, other salespeople and...

Ngày tải lên: 23/10/2012, 10:25