Your SlideShare is downloading. ×
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Chap 18
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
288
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
7
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide
  • For use only with Perreault and McCarthy texts. © 2002 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter One Marketing’s Role in the Global Economy
  • Transcript

    • 1. McGraw-Hill/Irwin ©2007 by the McGraw-Hill Companies, Inc. All rights reserved. Personal Selling and Sales Management
    • 2.
      • Role of personal selling in a promotion program
      • When a firm is likely to utilize personal selling
      • Forms of personal selling
      • Variety of personal selling jobs
      • Developments in how personal selling is performed
      • Personal selling process
      • Strategic role of sales-force management
      • Challenges in staffing, operating, and evaluating the sales force
      Chapter Goals
    • 3. Personal Selling Major promotion tool Personal communication of information to persuade somebody to buy something. 500,000 People In advertising 16,000,000 People In sales
    • 4. Personal Selling as Promotion Flexible Costly Difficult to attract quality people Minimize waste Focused Goal is sale
    • 5. When Personal Selling is Used
      • When MARKET
      • is concentrated:
      • geographically,
      • in few industries,
      • or in several
      • large customers
      • When PRODUCT
      • value is not apparent,
      • has high unit cost,
      • is technical,
      • requires demonstration,
      • is fitted to customer’s need,
      • is in introductory stage
      • of the Product Life Cycle
    • 6. Scope of Personal Selling
    • 7. Variety of Sales Jobs Delivery Sales Outside Order Taker Inside Order Taker Missionary Sales Person Sales Engineer Consultative Sales Person
    • 8. Personal Selling Professional Sales Person Cost of Personal Selling Uniqueness of Sales Jobs
    • 9. Changing Patterns in Personal Selling Selling Centers Systems Selling Global Sales Teams
    • 10. Changing Patterns in Personal Selling Automation Telemarketing Relationship Selling Internet Selling
    • 11. Scope of Personal Selling
    • 12. Recruitment and Selection Recruiting Applicants Determining Hiring Specifications Matching Applicants with Hiring Specifications
    • 13. Staffing and Operating a Sales Force
    • 14. Compensating a Sales Force Commission Salary Combination
    • 15. Evaluating a Sales Person’s Performance Qualitative Quantitative
    • 16. Key Terms and Concepts
      • Personal selling
      • Inside selling
      • Outside selling
      • Selling center
      • Systems selling
      • Global sales teams
      • Relationship selling
      • Telemarketing
      • Internet selling
      • Sales force automation
      • Personal selling process
      • AIDA
      • Methods of sales-force compensation
      • Quantitative evaluation bases
      • Qualitative evaluation bases

    ×