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Chapter 19 Managing Personal Communications

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Direct marketing involves using media like mail, catalogs, telemarketing, and websites to directly reach customers and measure responses. It allows for customization but can irritate or invade privacy. Well-designed websites provide content, community, customization and commerce. Sales forces are designed around objectives, strategies, structures, size and compensation. Managing sales forces involves recruiting, training, supervising, motivating and evaluating representatives to improve performance. Personal selling follows a seven-step process including prospecting, presenting, overcoming objections, closing and following up.

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Part 7 : Communicating Value Chapter 19 – Managing Personal Communications : Direct Marketing & Personal Selling
Direct Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]
Direct Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]
Interactive Marketing ,[object Object],[object Object],[object Object],[object Object]
Designing the Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Managing the Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Principles of Personal Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Chapter 19 Managing Personal Communications

  • 1. Part 7 : Communicating Value Chapter 19 – Managing Personal Communications : Direct Marketing & Personal Selling
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