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Abhilash Vangari
Abhilash Vangari
Education
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Chapter 17 Personal Selling and Sales Promotion
Chapter Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],The Evolution of Personal Selling
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],Relatively long Relatively short Channels Relatively low Relatively high Price Geographically dispersed Relatively high numbers Inexpensive Simple to understand Standardized No special handling requirements Transactions seldom involve trade-ins Geographically concentrated Relatively low numbers Expensive Technically complex Custom made Special handling requirements Transactions frequently involve trade-ins Consumer Product Conditions That Favor Advertising Conditions That Favor Personal Selling Variable
[object Object],[object Object]
The Four Sales Channels ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object]
[object Object]
[object Object],[object Object],[object Object]
[object Object]
Trends in Personal Selling ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object]
Sales Tasks ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
The Sales Process ,[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
Managing the Sales Effort ,[object Object]
[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Ethical Issues in Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Promotion ,[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
End of Chapter Seventeen

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sales promotion

  • 1. Chapter 17 Personal Selling and Sales Promotion
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  • 51. End of Chapter Seventeen