Management and Organizational Studies 2320A/B Lecture Notes - National Do Not Call List, Sales, Personal Selling

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2320A/B
• Professor: Kevin Thompson

Document Summary

Personal selling: personal presentation by the firm"s sales force for the purpose of making sales and building customer relationships. One of the oldest professions in the world. Today, most salespeople are well-educated, well-trained, professional who add value for customers and maintain long-term customer relationships. They listen to their customers, assess customer needs, and organize the company"s efforts to solve customer problems. Salesperson: an individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, or relationship building. A salesperson might be largely an order taker or an order getter, whose positions demand creative selling and relationship building for products and services. Linking the company with its customers: they represent the company to customers, they represent customers to the company, to many customers, the salesperson is the company the only tangible manifestation of the company that they see. Sales force management: the analysis, planning, implementation, and control of sales force activities.