COMM 223 Lecture Notes - Lecture 15: Telephone Call, Marketing, Sales Force Management System
29 Mar 2015
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Document Summary
Chapter 16 - personal selling & sales promotion. Personal selling personal presentation by the firm"s sales force for the purpose of making sales and building customer relationships. Salesperson individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, or relationship building. Salespeople: effective link between company and its customers to produce customer value & company profit by: representing the company to customers, representing customers to the company, working closely with marketing. Salespeople, sales representatives, district managers, account executives, sales engineers, agents, account development reps. Personal selling works best with complex selling situations. Defines salesperson"s job, fixes accountability, lowers sales expenses, improves relationship building and selling effectiveness: product sales force structure refers to a structure where each salesperson sells along product lines. Sales teams must know: their clients to build relationships, the product, the competitors.
