chapter 17 personal selling and sales management pdf

... Personal Selling and Sales Management Chapter 17 McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc All rights reserved Learning Objectives LO1 The role of interpersonal selling ... Finally, international sales and marketing personnel must be energetic and enjoy travel 17- 16 Exhibit 17. 3: Personal Selling Tips, from Brussels to Bangkok Source: From www.salesandmarketing.com Reprinted ... motivating, and compensating an international sales group is a challenge 17- 3 Designing the Sales Force  Based on analyses of current and potential customers, the selling environment, competition, and

Ngày tải lên: 17/10/2022, 18:53

... to management and good for promotions ©Royalty-Free/Corbis Sales Jobs Website 19­4 The Value Added by? ?Personal? ?Selling • • • Salespeople Provide Information and Advice Salespeople Save Time and ... Step 3:? ?Sales? ?Presentation  and? ?Overcoming Reservations Klaus Tiedge/Blend Images/Getty Images 19­10 Sales? ?Training 19­20 Motivating? ?and? ?Compensating  Salespeople GRANTLAND® Copyright Grantland Enterprises; ... force LO 19-4 Describe the ethical and legal issues in personal selling 19­2 The Scope? ?and? ?Nature of? ?Personal? ? Selling 19­3 Professional? ?Selling? ?as a Career • • • • • People love the lifestyle

Ngày tải lên: 18/01/2020, 21:05

... analyze, plan, implement, and control sales force activities, the company is undertaking A) sales design B) sales force management C) group sales efforts D) co-op selling and advertising E) promotional ... 13e Chapter 16 Personal Selling and Sales Promotion 1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales? ... plans and longer-term marketing plans, are the most important source Management also uses salespeople's expense reports and call reports to gauge sales call volume and success rates In addition, management

Ngày tải lên: 10/05/2017, 11:01

... i t ’s good ? ?and? ? good for you Chapter Sixteen Personal Selling and Sales Promotion Copyright © 2012 Pearson Education, Inc Publishing as Prentice Hall Chapter1 616- 1- slide Personal Selling and Sales ... • 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 ... as Prentice Hall 16 - Personal Selling The Nature of Personal Selling Salespeople are an effective link between the company and its customers to produce customer value and company profit by:

Ngày tải lên: 19/01/2020, 01:36

... selling model Sales force automation (SFA) Sales management Sales management competencies Sales manager Sales promotion Sales representative Sales teams Transactional selling model ... strategy, and a firm’s strategic sales force program is discussed in Chapter 2. Two management resource presentations follow Chapter 2: sales force investment and sales forecasting. Sales force ... percent of U.S. gross national prod- 4 CHAPTER 1 INTRODUCTION TO SELLING AND SALES MANAGEMENT Selling process • Relationship selling • Sales teams • Inside selling • Productivity metrics Competition

Ngày tải lên: 03/07/2014, 06:20

... analyze, plan, implement, and control sales force activities, the company is undertaking A) sales design B) sales force management C) group sales efforts D) co-op selling and advertising E) promotional ... Chapter 16 Personal Selling and Sales Promotion 1) Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales? ... plans and longer-term marketing plans, are the most important source Management also uses salespeople's expense reports and call reports to gauge sales call volume and success rates In addition, management

Ngày tải lên: 21/11/2016, 12:18

... of Personal Selling and Sales Management in the Marketing Mix Marketing mix Products Prices Promotion Distribution Advertising Public relations Personal selling Sales promotion Internet Sales management ... salespeople Self -Management Competency Dimensions Developing Self-Awareness and Management Skills:  Has clear personal and career goals and knows own values, feelings and areas of strengths and weaknesses ... accomplished and the benefits that are possible  Adapts personal management style and procedures  Fosters sales force acceptance and use of selling technology Figure 1-6: Career Paths at Procter and

Ngày tải lên: 05/11/2020, 02:36

... selling model Sales force automation (SFA) Sales management Sales management competencies Sales manager Sales promotion Sales representative Sales teams Transactional selling model ... strategy, and a firm’s strategic sales force program is discussed in Chapter 2. Two management resource presentations follow Chapter 2: sales force investment and sales forecasting. Sales force ... percent of U.S. gross national prod- 4 CHAPTER 1 INTRODUCTION TO SELLING AND SALES MANAGEMENT Selling process • Relationship selling • Sales teams • Inside selling • Productivity metrics Competition

Ngày tải lên: 03/07/2014, 06:20

... PROMOTION I PERSONAL SELLING Personal selling consists of interpersonal interactions with customers andprospects to make sales and maintain customer relationships The Nature of Personal Selling Personal ... Evaluating Salespeople and sales force... management to develop and communicate clear standard for judging performance III PERSONAL SELLING PROCESS The goal of the personal selling ... 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 is the interpersonal

Ngày tải lên: 29/10/2016, 12:18

... control /management of sales using the selling status indices As was explained in Chapter 10, these indices can indeed be implemented to design CNM systems for selling, sales management, and sales ... 50 + 33 × + 15 + = 89 85 SELLING AND SALES MANAGEMENT: A SYSTEMS ENGINEERING PERSPECTIVE In this last section, we provide a discussion of the field of selling and sales management from a systems ... EXCHANGE BEHAVIOR IN SELLING AND SALES MANAGEMENT This page intentionally left blank EXCHANGE BEHAVIOR IN SELLING AND SALES MANAGEMENT Peng Sheng Aziz Guergachi Amsterdam

Ngày tải lên: 31/03/2017, 10:32

... SALES MANAGEMENT • Nature of Personal Selling and Sales Management – Sales Management – planning the selling program and implementing and controlling the personal selling effort of the firm • Tasks ... 20-1 Personal selling and sales management quiz 20% False $350 60% © 2006 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Slide 20-7 SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT ... 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, often in a face-to-face

Ngày tải lên: 06/02/2018, 10:04

... projects 17- 3 Technology and Innovation Technology – The systematic application of scientific knowledge to a new product, process, or service 17- 4 The Technology Life Cycle Figure 17. 1 17- 5 Technology ... comparing the organization’s practices and technologies with those of other companies 17- 10 Framing Decisions about Technological Innovation Table 17. 2 17- 11 Sourcing and Acquiring New Technologies Make-or-buy ... or develop it itself 17- 12 Technology Acquisition Options Figure 17. 4 17- 13 Technology and Managerial Roles Executive champion – An executive who supports a new technology and protects the product

Ngày tải lên: 18/01/2020, 02:00

... Creative selling in different environments The Role of the Sales Force  Personal selling is a paid, personal form of promotion – Involves two-way personal communication between salespeople and individual ... – Recruiting and selecting salespeople – Training salespeople – Compensating salespeople – Supervising salespeople – Evaluating salespeople Sale Force Structure  Territorial: – Salesperson assigned ... of a company’s salespeople in creating value for customers and building customer relationships Identify and explain the six major sales force management steps Discuss the personal selling process,

Ngày tải lên: 19/01/2020, 00:23

... and Promotion 2e by Belch, Belch, Kerr & Powell Internet 17- 3 Personal selling Personal Personal selling selling involves involves selling selling through through aa person-to-person person-to-person ... 17- 23 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 ... 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: 19/01/2020, 03:35

... and Promotion 2e by Belch, Belch, Kerr & Powell Internet 17- 3 Personal selling Personal Personal selling selling involves involves selling selling through through aa person-to-person person-to-person ... 17- 23 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 ... 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

... and Promotion 2e by Belch, Belch, Kerr & Powell Internet 17- 3 Personal selling Personal Personal selling selling involves involves selling selling through through aa person-to-person person-to-person ... 17- 23 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 ... 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: 05/11/2020, 03:20

... • There is a lot of theory in this chapter • Keep terms separate (5), and equations Universe, System, Surrounds, Enthalpy, and Entropy are all different, and you must know each • Memorize the ... Chemistry, Julia Burdge, 2st Ed McGraw Hill Chapter 17 Free Energy and Thermodynamics Mr Truong Minh Chien ; losedtales@yahoo.com http://tailieu.vn/losedtales ... Approach 10 Relative Standard Entropies Allotropes • the less constrained the structure of an allotrope is, the larger its entropy Tro, Chemistry: A Molecular Approach 41 Relative Standard Entropies

Ngày tải lên: 28/11/2013, 01:12

... implications of water management policies, such as implications for land management, or the implications of land management policies for the water environment, are considered Water and land governance ... J Carmichael, T Neale and R Welbourn, 2004: Risk assessment and vulnerability: case studies of water supply and demand Expanding the Dialogue on Climate Change and Water Management in the Okanagan ... (e.g., dikes and pipelines) has been designed for stationary climatic conditions, and water resources management has only just started to take into Chapter Freshwater resources and their management

Ngày tải lên: 08/03/2014, 14:20

... Sweet orange, mandarine (including Satsuma and Ponkan group), Tankan, Iyo, Tangor, varieties belonging to tangelo, and grapefruit. The tree got infection and shown yellowing and wilt and then ... Double antibody sandwich-Indirect ELISA results of enzyme mediated reaction of healthy and CTV infected samples B and G rows - Buffer control C and E rows - Healthy sample D and F rows - ... 2,000 nm and 15 nm width Virons stay in the phloem tissues of the host and interfere the nutrition and water uptake in the tree system The optimum temperature for virus infection and multiplication

Ngày tải lên: 22/06/2014, 12:20

... 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