MRKT 351 Lecture Notes - Lecture 16: Marketing, Sales Promotion, Personal Selling
Document Summary
Chapter 16 personal selling and sales promotion. Personal selling perso(cid:374)al prese(cid:374)tatio(cid:374) (cid:271)y the fir(cid:373)"s sales for(cid:272)e for the purpose of making sales and building customer relationships. Sales person an individual representing a company to customers by performing one or more of the following activities: prospecting, selling, communicating, servicing, information gathering or relationship building. Sales force management the analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure, and recruiting, selecting, training, supervising, compensating and evaluating the fir(cid:373)"s salespeople. Territorial sales force structure 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. Product sales force structure a sales force organization where salespeople specialize in selling only a portion of the company"s produ(cid:272)ts or li(cid:374)es. Customer sales force structure a sales force organization under which salespeople specialize in selling only to certain customers or industries.
