MKTG 396 Lecture Notes - Lecture 16: Sales Force Management System, Customer Relationship Management, Web 2.0
Document Summary
Perso(cid:374)al prese(cid:374)tatio(cid:374)s (cid:271)y the fir(cid:373)"s sales for(cid:272)e for the purpose of making sales and building customer relationships. An individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building. Analyzing, planning, implementing, and controlling sales force activities. A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the (cid:272)o(cid:373)pa(cid:374)y"s full li(cid:374)e. A sales force organization in which salespeople specialize in selling only a portion of the (cid:272)o(cid:373)pa(cid:374)y"s produ(cid:272)ts or li(cid:374)es. A sales force organization in which salespeople specialize in selling only to certain customers or industries. Salespeople who travel to call on customers in the field. Salespeople who conduct business form their offices via telephone, the internet, or visits from prospective buyers. Using teams of people from sales, marketing, engineering , finance, technical support and even upper management to service large, complex accounts.
