sales promotion personal selling direct marketing

... Personal Selling Managing the Sales Force The Personal Selling Process Sales Promotion Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall 16 - Personal Selling Personal Selling Personal ... Prentice Hall 16 - 33 Sales Promotion • • Sales Promotion Objectives Setting sales promotion objectives includes using: – – – Consumer promotions Trade promotions Sales force promotions Copyright ... - 31 Sales Promotion Sales promotion refers to the short-term incentives to encourage purchases or sales of a product or service: – – – Consumer promotions Trade promotions Sales force promotions

Ngày tải lên: 19/01/2020, 01:36

... 14Promotion 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 ... - The Nature of Sales Promotion - Restrictions Trang 5   Purposes of Promotion Trang 6   Process of Communication Trang 7   Promotion Mix Trang 8   Publicity Trang 9   Sales Promotion techniques ... Personal Selling vs Advertising - Varying Quality and Style of Personal Selling - Intercultural Negotiation - Motivation - Telemarketing - Expatriate Personnel Trang 4   Chapter Outline - The Nature

Ngày tải lên: 19/01/2020, 02:59

... 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 ... yourself • What do sales managers need to do to successfully manage their sales force? • What is the difference between monetary and nonmonetary incentives? Trang 24Personal Selling Trang 25check

Ngày tải lên: 18/01/2020, 21:05

... Creative selling in different environments Trang 5The Role of the Sales Force Personal selling is a paid, personal form of promotion. – Involves two-way personal communication between salespeople ... six major sales force management steps. 3 Discuss the personal selling process, distinguishing between transaction-oriented marketing and relationship marketing. 4 Define direct marketing and ... seeks a direct, immediate, and measurable consumer response. Trang 20The New Direct-Marketing Model Some firms use direct marketing as a supplemental medium.  For many companies, direct marketing

Ngày tải lên: 19/01/2020, 00:23

... 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 considerations ... in designing an international sales force LO3 The steps to recruiting three types of international salespeople LO4 Selection criteria for international sales and marketing positions LO5 The ... changing profile of the global sales and marketing manager Trang 3 The sales representative is the final link in the culmination of a company’s marketing and sales efforts  In relationship-based

Ngày tải lên: 17/10/2022, 18:53

... steps in Personal Selling Process • Topic Outline Trang 31- 3Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall The Personal Selling Process The goal of the personal selling ... The Personal Selling Process • Steps in the Personal Selling ProcessBad Traits Good traits Trang 221- 22Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall The Personal Selling ... The Personal Selling Process Personal selling is transaction-oriented to close a specific sale with a specific customer § The long-term goal is to develop a mutually profitable relationship • Personal

Ngày tải lên: 18/01/2020, 20:37

... Event marketing • Major Sales Promotion Tools • Consumer Promotion Tools Trang 131- 13Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall Sales Promotion • Major Sales Promotion ... Public Relations Direct Marketing Trang 41- 4Copyright © 2012 Pearson Education, Inc Sales Promotion Sales promotion refers to the short-term incentives to encourage purchases or sales of a product ... deal-oriented • Rapid Growth of Sales Promotions Trang 71- 7Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall § Sales force promotions • Sales Promotion Objectives Trang 81-

Ngày tải lên: 18/01/2020, 23:07

... and Promotion 2e by Belch, Belch, Kerr & Powell Direct selling Direct selling Direct selling Party plans Party plans Repetitive person-to-person selling Non-repetitive person- to-person selling ... and Promotion 2e by Belch, Belch, Kerr & Powell Guide Dogs Australia Trang 5Direct marketing definedInterpersonal Direct selling Internet & email Mail Telephone TV, Radio & Print Direct ... reasons for growth of direct marketing communication. 2 To define the role and relationships of direct marketing, the internet and interactive media in Trang 3Advertising Direct marketing Measuring

Ngày tải lên: 18/01/2020, 23:10

... Advertising Target Market Product Place Promotion Personal Selling Mass Selling Advertising Target audience Kind of advertising Price Sales Promotion Publicity Media types Copy thrust Who will ... texts Copyright © 2002 McGraw-Hill Ryerson Limited Possible Effects of Sales Promotion Unit Sales Period of promotion Sales  temporarily  increase, then  decrease, then  return to  regular level ... texts Copyright © 2002 McGraw-Hill Ryerson Limited Possible Effects of Sales Promotion Unit Sales Period of promotion Sales  temporarily  increase and  then return to  regular level Time 16­11

Ngày tải lên: 18/01/2020, 23:15

... Hall Personal Selling LECTURE­24 Trang 2§ Personal SellingTrang 3Personal SellingPersonal selling is the interpersonal part of the promotion mix and can include: Trang 4Personal SellingSalespeople ... the Sales ForceMajor tool to support salespeople Trang 19 Managing the Sales ForceTrang 20 Managing the Sales ForcePerformance Trang 21The Personal Selling ProcessThe goal of the personal selling ... Managing the Sales Forceon Trang 16 Managing the Sales Forcesalespeople work smart by doing the right things in the right ways salespeople to work hard and Salespeople Trang 17 Managing the Sales ForceTrang

Ngày tải lên: 19/01/2020, 02:33

... relations Direct marketing Sales promotion The internet Personal selling Personal selling Trang 22Copyright 2012 McGraw-Hill Australia Pty Ltd PowerPoint Slides t/a Advertising and Promotion ... and Promotion 2e by Belch, Belch, Kerr & Powell Role Evaluation Limitations Advantages Personal selling Public relations Part of IMC promotion Direct marketing Internet Trang 21Personal selling ... Belch, Belch, Kerr & Powell Personal selling Personal selling involves selling through a person-to-person communication process. Personal selling involves selling through a person-to-person

Ngày tải lên: 19/01/2020, 03:35

... 17-3 Personal selling Personal Personal selling selling involves involves selling selling through through aa person-to-person person-to-person communication communication process process Direct Direct ... Combining personal selling and public relations Sales Sales staff staff directly directly perform perform PR PR functions functions Provide Provide incentives incentives for for sales sales staff ... role of personal selling in the integrated marketing communication program To describe the advantages and disadvantages of personal selling as part of an IMC program To propose how personal selling

Ngày tải lên: 02/03/2020, 13:07

... product, sales promotion offers reasons to buy now Sales promotion geared to marketing intermediaries is called trade promotion Companies actually promotion spend about as much on trade promotion ... sessions during regular sales calls, or the firm can distribute sales literature and videocassettes Sales Force Promotion: Sales force promotion is directed at the company’s own sales force (oftentimes ... boosting sales Personal Selling: Personal selling is promotional presentation by the firm’s sales force conducted on a person-to-person basis with the buyer for the purpose of making sales and...

Ngày tải lên: 09/09/2013, 16:41

... point-of-purchase promotions B) business promotions C) trade promotions D) event marketing E) personal selling Answer: D Diff: Page Ref: 481 Skill: Concept Objective: 16-4 73) Business promotion tools ... how sales promotion campaigns are developed and implemented Answer: Sales promotion campaigns first call for setting sales promotions objectives and selecting consumer, trade, business, and/or sales ... 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?...

Ngày tải lên: 21/11/2016, 12:18

... how sales promotion campaigns are developed and implemented Answer: Sales promotion campaigns first call for setting sales promotions objectives and selecting consumer, trade, business, and/or sales ... visits from prospective buyers to generate sales A) outside sales force B) inside sales force C) complex sales force D) customer sales force E) product sales force Answer: B Diff: Page Ref: 464 ... 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?...

Ngày tải lên: 10/05/2017, 11:01

... 26 Table of Contents PERSONAL SELLING AND SALES PROMOTION I PERSONAL SELLING Personal selling consists of interpersonal interactions with customers andprospects to make sales and maintain customer ... - PERSONAL SELLING SALES PROMOTION Personal Selling is a marketing tool in which the sales person presents the goods to the customers and instigates them to purchase it Long term increase in sales ... Page of 26 sales consultants, and sales engineers.It is the personal presentations by the firm’s sales force for the purpose of making sales and building customer relationships Personal selling...

Ngày tải lên: 29/10/2016, 12:18

... OF PERSONAL SELLING AND SALES MANAGEMENT • Nature of Personal Selling and Sales Management – Sales Management – planning the selling program and implementing and controlling the personal selling ... Discuss the nature and scope of personal selling and sales management in marketing Identify the different types of personal selling Explain the stages in the personal selling process © 2006 McGraw-Hill ... • Personal Selling in Marketing • Creating Customer Value Through Salespeople: Relationship and Partnership Selling  Relationship Selling – long-term  Partnership Selling (or Enterprise Selling) ...

Ngày tải lên: 06/02/2018, 10:04

... •  2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are ... contact 48% of sales people never follow up with a prospect 25% of sales people make a second contact, and stop •  12% of sales people only make three contacts and stop •  Only 10% of sales people ... Make a list of the attributes or personal characteristics of a successful salesperson based on your observations of top salespeople you’ve met… Attributes / Personal Characteristics ...

Ngày tải lên: 19/02/2014, 14:20

... 20-C license is then limited to selling the value added products directly to household consumers rather than to restaurants, hotels and other institutions Direct sales to household consumers can ... inspectors Other Federal Agencies There are a number of other agencies that are directly or indirectly tied to direct marketing of meat and poultry 29 The Environmental Protection Agency (EPA) licenses ... marketing of meat animals Two ways for farmers to realize higher returns for their farm products are to take over some of the traditional roles of middlemen or to shift completely to direct marketing...

Ngày tải lên: 21/02/2014, 01:20

... predictions CONTROLLING PRODUCT RETURNS IN DIRECT 313 MARKETING Theoretical predictions The income generated by a sale must cover a wide variety of costs of direct marketing (including handling costs).* ... Rain Check Policy.” Marketing Science 6, (Fall), 358-374 Hess, James, and Glenn Mayhew ( 1996) “Modeling Returns of Direct Marketed Merchandise.” forthcoming in Journal of Direct Marketing Longo ... Supermarket Shoppers.” Joctmal of Marketing 54, (July), 42-53 Fenvessy, Stanley (1992) “Fulfillment Planning: An Overview.” In Edward Nash (ed.), The Direct Marketing Handbook New York: McGraw-Hill...

Ngày tải lên: 07/03/2014, 10:20