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SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT

SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT. Nature of Personal Selling and Sales Management Pervasiveness of Selling Personal Selling in Marketing Creating Customer Value through Salespeople: Relationship and Partnership Selling. THE MANY FORMS OF PERSONAL SELLING.

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SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT

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  1. SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT • Nature of Personal Selling andSales Management • Pervasiveness of Selling • Personal Selling in Marketing • Creating Customer Value through Salespeople: Relationship and Partnership Selling

  2. THE MANY FORMS OF PERSONAL SELLING • Order Taking • Order Getting

  3. How outside order-getting salespeople spend their time each week

  4. THE MANY FORMS OF PERSONAL SELLING • Customer Sales Support Personnel • Missionary salespeople • Sales engineer • Team selling

  5. THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS • Prospecting • Preapproach • Approach

  6. Stages and objectives of the personal selling process

  7. THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS • Presentation • Stimulus-Response Format • Formula Selling Format

  8. THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS • Presentation • Need-Satisfaction Presentation • Adaptive selling • Consultative selling • Handling Objections • Close • Follow-Up

  9. THE SALES MANAGEMENT PROCESS

  10. THE SALES MANAGEMENT PROCESS • Sales Plan Formulation • Setting Objectives • Organizing the Salesforce

  11. Organizing the Sales Force by customer, product, and geography

  12. Organizing the sales force by customer

  13. Organizing the sales force by product

  14. Organizing the sales force by geography

  15. THE SALES MANAGEMENT PROCESS • Organizing the Salesforce (cont) • Major account management • Workload method • Developing Account Management Policies

  16. Account management policy grid

  17. THE SALES MANAGEMENT PROCESS • Sales Plan Implementation • Salesforce Recruitment and Selection • Emotional intelligence

  18. U.S. salesforce composition and change

  19. THE SALES MANAGEMENT PROCESS • Sales Plan Implementation • Salesforce Training • Salesforce Motivation and Compensation

  20. THE SALES MANAGEMENT PROCESS • Salesforce Evaluation and Control • Quantitative Assessments • Behavioral Evaluation • Salesforce Automation and Customer Relationship Management • Salesforce Computerization • Salesforce Communication

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