personal selling and sales management powerpoint

... 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

... 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 ... 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

... 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

... 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 ... Compensating salespeople: 14 5 Supervising and Motivating Salespeople: 15 5.1 Supervising salespeople: 15 5.2 Selling and the Internet: 15 5.3 Motivating salespeople : 16 6 Evaluating Salespeople and sales ... 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

... 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

... 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 ... • 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 ... 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

Ngày tải lên: 19/01/2020, 01:36

... 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

... 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 ... advertising and sales promotions arenonpersonal communications, whereas salespeople talk directly to customers Thus, whereadvertising and sales promotion “pull” merchandise through the channel, personal ... and evaluating of field sales personnel Salesmanagement can thus be defined as: The planning, organizing, leading, and controlling of personal contact programs designed to achieve the sales and

Ngày tải lên: 03/07/2014, 06:20

... 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 ... 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: 21/11/2016, 12:18

... 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 selling with strong Web ... 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, ... advisors. salespeople must be knowledgeable and customer focused. Trang 4The Nature of Personal Selling Most salespeople are well-educated, well-trained professionals who work to build and maintain

Ngày tải lên: 19/01/2020, 00:23

... limited to sales employees as other company nel may also sell or be involved in sales person-Sales management refers to the control and form of the personal sales contact, the sales system (sales ... begin with senior management (Winkelmann 2000, p 99) Management creates the conditions that en- able excellence in sales and selling Management guides the strategies and working and communication ... and Managing rector of the Institute of Marketing and Retailing He is the author of several books on sales competence, the management of personal business relationships, performance selling and

Ngày tải lên: 17/02/2021, 21:05

... 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 ... 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 seller, ... SIGNIFICANCE OF 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

Ngày tải lên: 06/02/2018, 10:04

... Strategies: Personal Selling, Publicity, and Sales Promotion Trang 2   Chapter Outline Trang 3   Chapter Outline - Personal Selling vs Advertising - Varying Quality and Style of Personal Selling ...  Publicity Trang 9   Sales Promotion techniques to stimulate demand contests, price-offs, demonstrations, premiums, samples, money refund offers, etc Trang 10   Personal Selling ... Personnel Trang 4   Chapter Outline - The Nature of Publicity - The Management of Publicity - Negative Publicity - The Nature of Sales Promotion - Restrictions Trang 5   Purposes of Promotion Trang

Ngày tải lên: 19/01/2020, 02:59

... requirements for the safety and sanitation of products? D Health Canada Food and Drug Act Health Canada Food and Drug Act (1954) establishes standards and requirements for the safety and sanitation of ... Canada Food and Drug Act would be most helpful to Robert for suing Feedz Inc for inaccurate and incomplete labelling The Health Canada Food and Drug Act (1954) establishes the standards and requirements ... in their flyers and other advertisements Many types ofconsumer sales promotions can be used for channel members, including discounts and allowances, co-operative advertising, and sales force training

Ngày tải lên: 11/12/2021, 18:50

... community  Sales Supervisor: Manage and supervise sales activities of sales staff, including planning and allocating sales targets, tracking and evaluating sales performance of sales staff, ... revenue and profit of the business B SALES PLAN 1 Sales Leadership Sales leadership levels may include the following positions:  Sales Director: Make and execute strategic plans to achieve sales and ... achieve sales targets and drive revenue growth This report will create a Sales Plan in two months for an Ergo Smart business of ergonomic furniture First, learn about Sales Leadership and Sales

Ngày tải lên: 08/05/2024, 15:47

... Một người dùng muốn thực hiện một hành động User and Security Management 88 This page has been intentionally left blank. User and Security Management 94 có một người dùng mà chúng ta có thể ... SELECT, UPDATE ON TeacherGradeView TO Teacher 87 Database Design and Implementation with SQL Server Session 6 User and Security Management Mục tiêu bài học: Kết thúc chương này bạn có thể  Hiểu ... dùng CSDL được xác định bởi CSDL đó; tài khoản 81 Database Design and Implementation with SQL Server 6.4 Vai trò quản lý Role Management Các vai trò rất quan trọng bởi vì chúng là cách chính để...

Ngày tải lên: 11/09/2012, 13:54

... to) our slides, and note our copyright of this material. Thanks and enjoy! JFK/KWR All material copyright 1996-2006 J.F Kurose and K.W. Ross, All Rights Reserved 6: Wireless and Mobile Networks ... available to all (faculty, students, readers). They’re in PowerPoint form so you can add, modify, and delete slides (including this one) and slide content to suit your needs. They obviously represent ... ❒ various data rates, transmission distance 6: Wireless and Mobile Networks 6-32 Cellular standards: brief survey 2.5 G systems: voice and data channels ❒ for those who can’t wait for 3G service:...

Ngày tải lên: 12/09/2012, 15:06

... the system. Processes and PIDs Use the ps command to list the processes currently running on the system. The output of this command will display the PID number and the command associated with ... it and any child processes it might have spawned. The kill Command The kill command provides a direct way to terminate unwanted command processes. It is useful when you want to stop a command ... command, find the job number of the sleep command in step 5. Bring the job to the foreground and then put it back in the background. $ fg %1 ^Z $ bg %1 7. Kill the job running the sleep command. $...

Ngày tải lên: 02/10/2013, 09:20

... Represents commands, command options, and syntax that must be typed exactly as shown. It also indicates commands on menus and buttons, dialog box titles and options, and icon and menu names. ... Distribution and Management Strategy Overview 1 Determining Current Software Distribution Strategy 2 Determining Software Distribution and Management Needs 7 Evaluating Software Distribution and Management ... distribution and management options based on business needs, and based on the current and planned environment.  Evaluate user data management options based on business needs, and based on...

Ngày tải lên: 16/10/2013, 12:15