Sales force

Chapter 17 help learners review the types of decisions firms face in designing a sales force; learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force; understand how salespeople improve their selling, negotiation, and relationship-building skills.

17p namthangtinhlang_00 28-10-2015 16 5   Download

Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills.

17p em_van 31-08-2012 52 13   Download

Managing a sales force can seem at times like trying to herd cats or force water to go uphill. Having had the privilege of leading numerous sales teams across multiple industries, I can share more than a few stories (good and bad). After more than 25 years of sales management experience, let me share 4 steps I believe are essential.

2p huyenndn 06-09-2012 43 9   Download

Lecture Principles of Marketing - Chapter 16 presents the personal selling and sales promotion. The main contents of this chapter include all of the following: Personal selling, managing the sales force, the personal selling process, sales promotion.

41p allbymyself_06 28-01-2016 12 3   Download

What is the best way to motivate a salesforce? How can you systematically design a motivation system?

28p vitconxinhdep 13-07-2009 285 109   Download

The major producers were developing new products that utilized digital copying technology as opposed to light/lens technology. Some analysts expected that market growth in the nineties would be driven by "smart" multifunction devices that combined copying, faxing, scanning, and electronic printing functions. Competitors with direct sales forces would have an advantage because the complexity and pricing of these machines was too high for effective dealer distribution. Color copying represented another potential growth area.

23p dathao 20-10-2009 130 15   Download

As a salesperson, you could take your product/service on the road, visit one prospect at a time, and engage in an in- person meeting with each prospect. Although this sales method is highly effective, it’s also time-consuming and costly. Another alternative is to advertise or engage in traditional marketing activities so your prospects and potential customers come to you. This, too, can be a highly effective, but costly, endeavor, although, it’s always nice to run a targeted ad and have prequalified prospects knocking at your door or calling you on the phone....

34p hongphuocidol 03-04-2013 24 11   Download

Survey found that only 4.8% of listeners to the Armed Forces Radio Network wanted to listen to “the biggest hawk there is.” How could a survey be made to get these results? Being on the watch for misleading surveys.

14p gmoresearch 27-06-2013 33 6   Download

We will also consider using a range of other enforcement penalties, where appropriate, including the variation or cancellation of a firm’s permission to sell PPI and the suspension of its sales forces. In September 2007 we fined a firm and its CEO for inadequate systems and controls when recommending re-mortgages and PPI to customers. 19 This is the first time we have fined both a retail firm and its chief executive. We have also worked with firms 20 to change the way they sell PPI over the internet.

0p quaivatxanh 29-11-2012 22 4   Download

Reviews commonly practiced, & often egregious, forms of child labor: the exploitation of children in commercial agriculture & fishing industries producing primarily for export & forced or bonded child labor. Discusses educational, economic, familial, governmental, & societal factors contributing to the use of child labor. Looks at working conditions, health & safety, & terms of employment of children. Examines the situations of forced child labor including debt bondage & the trafficking, sale & fraudulent recruitment of children. The study provides regional & specific industrial profiles.

14p mymi0809 19-01-2013 26 2   Download

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The small business world is evolving. Competition, the emergence of the internet, and mergers and acquistions have forced small businesses to rethink their marketing strategies. With the recession, small businesses are it harder to compete. Many small business owners are asking themselves "How do i ression-proof" my business? The answer is: Make marketing your first priority

312p thanhdat 22-10-2009 318 218   Download

Người ta thường hạ thấp giá trị nghề bán hàng và hiểu không đúng đắn về những người bán hàng. Đó là quan điểm sai lầm. Vai trò của người bán hàng là rất lớn. Ngoài việc, những người bán hàng là những người trực tiếp làm ra doanh thu, họ còn là những người truyền tải hình ảnh và bộ mặt của doanh nghiệp.

4p sieusaobanhang 30-12-2009 281 132   Download

Khi khách hàng phàn nàn hoặc kêu ca rằng giá bán đắt quá thì nhân viên bán hàng trả lời ra sao đây? Theo ý kiến của Bob Nicols - Tổng giám đốc điều hành của Axiom Sales Force Development, một tổ chức phát triển đội ngũ bán hàng, nhân viên bán hàng không nên áp dụng một công thức rập khuôn đã được học trong các khóa đào tạo kỹ năng bán hàng, mà nên tuần tự thực hiện các bước sau đây. 1. Tìm hiểu bản chất sự than phiền của khách hàng Khi khách hàng kêu ca giá...

5p qscaxzwde 23-09-2012 59 18   Download

Due to a variety of factors, more and more companies are being forced to continuously cut costs, boost productivity, and struggle for success. Although their mandate might be to im- prove sales, the resources available to do this are being cut. For companies in this situation, the telephone can become a useful tool. For individuals, a career as a telemarketer can be long- lasting and highly lucrative, especially once you perfect your skills, gain experience, and develop a track record.

265p hongphuocidol 03-04-2013 31 13   Download

The mobile user requires the same accessibility, security, quality of service (QoS), and high availability currently enjoyed by wired users. Whether you are at work, at home, on the road, locally or internationally, there is a need to connect. The technological challenges are apparent, but to this end, mobility plays a role for everyone. Companies are deriving business value from mobile and wireless solutions.

466p batrinh 11-08-2009 97 12   Download

Ask a salesperson to follow a procedure, write a report, or update the sales system, and they will tell you they do not have time. They’ll tell you, “Sales is an art.” Is sales a process or is it something created for each sale? Is it okay to occasionally update the Sales Force System? Is it really necessary to update the Customer Relation Manage- ment system? Or do you get a free pass? Do you really need to follow the procedure that requires a follow-up letter going out within 24 hours, or can you skip it because . . .well, you are not in the mood?...

31p hongphuocidol 03-04-2013 41 9   Download

We have no recognized standards in sales, but we have plenty of sales models to choose from. Many sales forces use all of them, some of them, or some hybrid of them. Unfortunately, allowing the sales force to follow their own model creates a considerable disparity of which model is working best. Let’s examine some of the models that have been developed along the way and that sales trainers have been delivering. Which ones are you using? This model contains instructions on not only what salespeople should say, but also what they should do while saying it.

42p hongphuocidol 03-04-2013 19 7   Download

As companies refocus their attention on growth, many find they are held back by the very thing that should be propelling them forward: their sales force. For too many organizations, this critical function is hampered by ineffective sales people and with the expensive drag of turnover. It’s a problem that has held the attention of executives for many years—but one that also has gone largely unsolved.

6p khanhchilam 01-04-2013 20 5   Download