personal selling and sales 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 ... 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

... 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

... 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

... 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

... in his grand work amongst the mountains and valleys of Switzerland It appeared Mr and Mrs.Cunningham had visited the good man, and watched him in his career, and had come back to England to gainfor ... complain of cities, however they sully the air, and deface the land, and pollute the water,and rear the weak and vicious and the wicked to remind us how low and depraved human nature can becomewhen ... cottages, and a farmhouse A few steps farther bring you to the low cliff, and there is the sea ever encroaching on the land in that quarterand swallowing up farmhouse and farm Miss Agnes Strickland,

Ngày tải lên: 31/03/2014, 18:20

... 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

... 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 ... role of selling and sales management before relating this to the marketing concept. The incontrovertibly interlinked relationship between selling and sales management is then explained and the...

Ngày tải lên: 19/02/2014, 14:20

... Resource Management 12 Implicit Resource Management 13 Explicit Resource Management 26 Optimizing Garbage Collection 36 Lab 9: Memory and Resource Management 48 Review 55 Module 9: Memory and ... Module 9: Memory and Resource Management 1 Overview ! Memory Management Basics ! Non-Memory Resource Management ! Implicit Resource Management ! Explicit Resource Management ! Optimizing ... Example of manual memory management C malloc and free functions C++ new and delete operators COM AddRef and Release reference counting methods Automatic Memory Management in the .NET Framework...

Ngày tải lên: 17/01/2014, 08:20

... IL-6 and Il-10 may contribute to osteopenia, IL-1b, TNFa and IL-6 may contribute to activation of coagulation and hypermetabolism, IL-6 and IL-10 to gammopathies (Brautbar et al, 2004) and MM ... feeling in the medical and research community that there is little need to understand the basic mechanisms of disease development and progression. However, a renewed interest in GD, and in the biology ... angiotensin converting enzyme I gene polymorphism, asplenia and female sex (Mistry et al, 2002). Neuronopathic GD management. A patient with GD and neurological involvement is defined as having neuronopathic disease,...

Ngày tải lên: 12/02/2014, 19:20

... support the sales and marketing efforts of RIM’s carrier partners through training, technical account management and sales and marketing support. (RIM, 2012) For distribution of personal and consumer ... of strategic alliances and relationships to promote the sale of its products and services, as well as utilizing indirect sales and marketing teams. RIM intends to expand its leadership through ... marketing strategies and the sales division. According to RIM annual report (2011), the Company’s sales and marketing efforts include collaboration with strategic partners and distribution channels,...

Ngày tải lên: 26/02/2014, 11:20