SMG MK 323 Lecture Notes - Lecture 17: Geek Squad, Sales Management, Personal Selling
15 Aug 2019
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Document Summary
Define the steps in the personal selling process. Describe the key functions involved in managing a sales force. Sales management involves planning, direction, and control of personal activities (recruiting, selecting, training, motivating, compensating, evaluating) as they apply to the sales force. Personal selling is a two-way flow of communication between buyer and seller. Designed to influence people"s or group"s purchase decision. Can happen in face-to-face, video, phone, internet. Salespeople provide information and advice (ex: very hard to buy a house without a salesperson because the whole process. Ex: hard to buy a wedding dress without the help of a salesperson0. Salespeople save you time and simplify buying. Managing the sales force: sales force structure, own company sales force company"s sales force are employees of the selling company. Not employees of the company - sell manufacturer"s products. For smaller firms; firms new to market: salesperson duties. Order getter - identify customers, engage, make them buy.
