MKT 504 Chapter Notes - Chapter 11: Sales Management, Performance Management, Transformational Leadership

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11 Dec 2017
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Sales management: (cid:373)a(cid:374)agi(cid:374)g a(cid:374) orga(cid:374)izatio(cid:374)"s perso(cid:374)al selli(cid:374)g fu(cid:374)ctio(cid:374) to i(cid:374)clude pla(cid:374)(cid:374)i(cid:374)g, implementing, and controlling the sales management process. Sales management process: defining the strategic role of selling function, developing the salesforce, directing the salesforce, determining salesforce effectiveness and performance. The sales management process consists of understanding the personal selling functions and implementing the four major stages of sales management activities. Defining the strategic role of sales function. Addresses the strategic aspects of sales management. The development of sales strategies for individual customers or customer segments and the integration of these sales strategies are especially important. Account targeting strategy: classification of accounts within a target market into categories for purpose of developing strategic approaches for selling to each account or account group. Relationship strategy: determination of the type of relationship to be developed with different account groups. Selling strategy: involves planning of sales messages and interactions with customers. It is the planned selling approach for each relationship strategy.

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