MKT 101 Chapter Notes - Chapter 13: Sales Promotion, Sales
21 Jan 2019
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Personal presentations by the firm"s sales force for the purpose of engaging customers, making sales and building customer relationships. Salespeople, sales representatives, agents, district managers, account executives, sales consultant. Most expensive promotional tool: personal selling (per customer reach: salesperson. An individual who represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering and relationship building: sales force management. Analyzing, planning, implementing and controlling sales force activities. Major steps in sales force management: designing sales force strategy and structure, recruiting and selecting salespeople, training salespeople, compensating salespeople, supervising salespeople, evaluating salespeople, territorial sales force structure* A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company"s full line: product sales force structure. A sales force organization in which salespeople specialize in selling only a portion of the company"s products or lines: customer (market) sales force structure.
