Chapter 16 Personal Selling And Sales Promotion Part 3 Pdf

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Jump to navigation. Marketing must be understood in the sense of satisfying customer needs. Marketing can be defined as the process by which companies create value for customers and build strong customer relationships to capture value from customers in return.

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Advertising and Promotion: An Integrated Marketing Communications Perspective

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Chapter 16 Personal Selling and Sales Promotion

Publishing as Prentice Hall. Personal selling is the interpersonal part of the promotion mix and can include: Face-to-face communication Telephone communication Video or Web conferencing. Salespeople are an effective link between the company and its customers to produce customer value and company profit by: Representing the company to customers Representing customers to the company Working closely with marketing. Managing the Sales Force Sales force management is the analysis, planning, implementation, and control of sales force activities. Territorial sales force structure Product sales force structure Customer sales force structure Complex sales force structure Copyright Pearson Education, Inc. Managing the Sales Force Sales Force Structure Territorial sales force structure refers to a structure where each salesperson is assigned an exclusive geographic area and sells the companys full line of products and services to all customers in that territory Defines salespersons job Fixes accountability Lowers sales expenses Improves relationship building and selling effectiveness Copyright Pearson Education, Inc. Product sales force structure refers to a structure where each salesperson sells along product lines Improves product knowledge Can lead to territorial conflicts.

Advertising and Promotion: An Integrated Marketing Communications Perspective

Test bank principles marketing 13e chapter 16 personal selling and sales promotion 42 0. Lecture Principles of Marketing - Chapter Personal selling and sales promotion 41 55 0. Personal selling and Sales promotion 26 0. Marketing test bank chapter 20 sustainable marketing social responsibility and ethics 45 0.

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Chapter #16.ppt

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Embed Size px x x x x Since , what IBM sells has changed dramatically. But what hasnt changed is how IBM sells. IBM salespeople have always been customer relationship developers and solutions providers. Consider Vivek. Gupta, who became IBMs top salesperson in its fastest-growing industry telecommunications and fastest-growing.


Territorial sales force structure refers to a structure where each salesperson is assigned an exclusive geographic area and sells the company's full line.


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 Спасибо, не стоит. Я возьму такси.  - Однажды в колледже Беккер прокатился на мотоцикле и чуть не разбился. Он больше не хотел искушать судьбу, кто бы ни сидел за рулем. - Как скажете.  - Лейтенант направился к двери.

Беккер посмотрел на нее в полном недоумении. - Зачем вам деньги? - спросил. Я не собираюсь оплачивать твое пристрастие к наркотикам, если речь идет об .

 Cinquanta mille. Пятьдесят тысяч! - предложил Беккер. Это почти четыреста долларов.

Она хотела только одного - поскорее уйти. Стратмор на минуту задумался. - Не спрашивай меня, как это случилось, - сказал он, уставившись в закрытый люк.  - Но у меня такое впечатление, что мы совершенно случайно обнаружили и нейтрализовали Северную Дакоту.  - Он покачал головой, словно не веря такую удачу.

2 Response
  1. Terstudupde1961

    Download Full PDF Package Chapter 16 Personal Selling and Sales Promotion 1) Which of the following elements of the Page Ref: Skill: Concept Objective: 3) ______ involves two-way, personal communication develops strong relationships with customers as part of the ______ stage of the selling process.

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