Mar-3023 Chapter Notes - Chapter 18: Frequent-Flyer Program, Compensation Methods, Customer Relationship Management
Document Summary
Steps of the personal selling process: prospecting, developing a database of potential customers, preapproach, a salesperso(cid:374) fi(cid:374)ds a(cid:374)d a(cid:374)alyzes i(cid:374)for(cid:373)atio(cid:374) a(cid:271)out ea(cid:272)h prospe(cid:272)t"s specific product needs, current use of brands, feelings about available brands, and personal characteristics. Inside order takers: work in offices, receive orders by mail, telephone, and the. Team selling and relationship selling: team selling. Involves building mutually beneficial long-term association with a customer through regular communications over prolonged periods of time. I(cid:374)(cid:448)ol(cid:448)es fi(cid:374)di(cid:374)g solutio(cid:374)s to (cid:272)usto(cid:373)ers" (cid:374)eeds (cid:271)y liste(cid:374)i(cid:374)g to the(cid:373), gaining a detailed understanding of their organizations, understanding and caring about their needs and challenges, and providing support after the sale. Sales force management: establishing sales force objectives, sales managers must develop sales objectives, determining sales force size. I(cid:374)flue(cid:374)(cid:272)es the (cid:272)o(cid:373)pa(cid:374)y"s a(cid:271)ility to ge(cid:374)erate sales a(cid:374)d profits: affects the compe(cid:374)satio(cid:374) (cid:373)ethods used, salespeople"s (cid:373)orale, a(cid:374)d overall sales force management, recruiting and selecting salespeople.
