MKTG-300 Chapter Notes - Chapter Chapter 20: Web Conferencing, Sales Management

• School: American University
• Department: Marketing
• Course: MKTG-300
• Professor: Clayton

Document Summary

Personal selling: the interpersonal part of the promotion mix and can include: face-to-face or telephone communication, as well as video or web conferencing. Sales management: involves planning the selling program and implementing and evaluating the personal selling efforts of the firm. Steps in the personal selling process: prospecting: identifies qualified potential customers through referrals from, customers, suppliers, dealers, internet, qualifying: identifying good customers and screening out poor ones by looking at: Stimulus-response: would you like to supersize your meal for $. 49 more? . Need-satisfaction approach: buyers want solutions and salespeople should listen and respond with the right products and services to solve customer problems: thinking on your toes. Creation of sales plan: what is going to be achieved, set objectives, organizing the sales force, developing account management policies. Improves relationship building and selling effectiveness: customer sales force structure refers to a structure where each salesperson sells along customer or industry lines.