MARK 201 Chapter Notes - Chapter 16: Sales, Tony Gilham Racing, Cold Calling
Document Summary
Work closely with customers to help solve their problems. Selling doesn"t just happen in businesses-- schools, churches, museums: the nature of personal selling. Def: personal presentation by the firm"s sales force for the purpose of making sales and building customer relationships. Boeing aerospace- have a big team of company specialists, orders are 1144$ must keep in touch with customers. Salesperson: individual representing company to customers by: prospecting, communicating, selling, servicing, information gathering, or relationship building. Interpersonal, marketing is not: role of the sales force. P&g and nike work behind the scenes wholesalers and retailers. Sales force management: analysis, planning, implementation, and control of sales force activities designing sales force strategy and structure, recruiting, selecting, training, supervising, compensating and evaluating salespeople: designing sales force strategy and structure, sales force structure. Territorial sales force structure: each salesperson has exclusive geographic area. Need to build relationships with local customers, travel expenses are small.