CHAPTER 17 PERSONAL SELLING AND SALES MANAGEMENT PPT

I. PERSONAL SELLING
Personal selling consists of interpersonal interactions with customers andprospects to make sales and maintain customer relationships.
II. MANAGING THE SALES FORCE:
Managing the sales forceis analyzing, planning, implementing and controlling sales force activities.It includes des[r]

is presented by a set of hosts who test drive new cars and provide reviews on the cars'performance, their prices, and other factors. Which of the following personal communicationschannels is Top Gear closest to in description?A) expert channelB) formal channelC) social channelD)[r]

Marketing Management, 14e (Kotler/Keller)Chapter 1 Defining Marketing for the 21st Century1) Which of the following statements about marketing is true?A) It is of little importance when products are standardized.B) It can help create jobs in the economy by increasing demand for goods <[r]

Part I: BUSINESS, SOCIETY, AND STAKEHOLDERS.
1. The Business and Society Relationship.
2. Corporate Citizenship: Social Responsibility, Performance and Sustainability.
3. The Stakeholder Approach to Business, Society, and Ethics.
Part II: CORPORATE GOVERNANCE AND STRATEGIC MANAGEMENT ISSUES.
4.[r]

Discover how readable and relevant cost accounting can be with PRINCIPLES OF COST ACCOUNTING, 17E. This edition packs the essentials you need to know in a unique 10chapter format that is well organized, practical, and concise. You gain a thorough understanding of cost concepts, cost behavior, and co[r]

Part I: THE WORLD OF MARKETING.
1. An Overview of Marketing.
2. Strategic Planning for Competitive Advantage.
3. Ethics and Social Responsibility.
4. The Marketing Environment.
5. Developing a Global Vision.
Part II: ANALYZING MARKET OPPORTUNITIES.
6. Consumer Decision Making.
7. Business Ma[r]

Marketing Management, 14e (Kotler/Keller)Chapter 1 Defining Marketing for the 21st Century1) Which of the following statements about marketing is true?A) It is of little importance when products are standardized.B) It can help create jobs in the economy by increasing demand for goods <[r]

Objective 2Compute the contribution margin, thecontribution margin ratio, and the unitcontribution margin©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publically accessible website, in whole or in part.Cost-Volume-Profit Analysis• The sy[r]

Work Rules Specify who can do what Specify when they can do it Specify under what conditionsthey can do it Often result of union contracts Restricts flexibility in assignmentsand consequently efficiency ofproduction© 2008 Prentice Hall, Inc.10 – 13Job Design Specifying the tasks that constitut[r]

Part I: THE WORLD OF MARKETING.
1. An Overview of Marketing.
2. Strategic Planning for Competitive Advantage.
3. Ethics and Social Responsibility.
4. The Marketing Environment.
5. Developing a Global Vision.
Part II: ANALYZING MARKET OPPORTUNITIES.
6. Consumer Decision Making.
7. Business Ma[r]

To analyse the sales team structure and how to build, train and manage thatteam.4. Textbooks and Reading Materials• Textbooks:- Sales Management – Shaping Future Sales Leaders, Tanner,Honeycutt, Erffmeyer 2009 Pearson• Reading material- Dalrymble’s