BA 3301 Lecture Notes - Lecture 22: Personal Selling, Promotional Mix, Trans Fat
Document Summary
Direct contact between paid representatives and prospects that leads to purchase orders, customer satisfaction and account development (dalrymple et al. Beneits: very efective, may be only option with some products (eg. need sampling or demonstrating before purchase), immediate feedback and valuable market information/acceptability. Drawback: very high cost of getting to one person, inconsistent (based on quality of sales person) Sales forces are found everywhere and not just for proit" organizations. Found extensively in charities, public and private institutions such as universities, hospitals, museums. Sales person, sales representative, sales engineer, sales consultant, sales executive, sales agent, manufacturer"s representative, ield rep, marketing rep, account manager, account director, account executive, business development manager, account development manager, sales development manager, sales manager. Area supervisor, area manager, regional manager, sale manager, national sales manager, sales director, sales and marketing director, commercial manager, commercial director, business development director. Personal selling involves two-way personal communication between salespeople and individual customers.
