Selling and sales management

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  • Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.

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  • Chapter 1 - Introduction to selling and sales management. This chapter presents the following content: Positions of personal selling and sales management in the marketing mix, marketplace changes and selling consequences, contrasting transactional and solutions selling models, traditional buyer-seller interface versus a team interface,...

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  • Personal Selling Defined: A form of person to person communication in which a salesperson works with prospective buyer and attempts to influence purchase in the direction of his or her company’s products or services. Importance of Personal Selling: Allows the firm to immediately respond to the needs of the prospect. Allows for immediate customer feedback

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  • Tham khảo sách 'sales management', kinh tế - quản lý, quản lý dự án phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả

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  • 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.

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  • Chapter 13 - Sales and sales management. Learning objectives of this chapter include: Identify sales' strategic communication role, select the types of selling used for different types of relationships, outline the sales strategy associated with each type of selling, compare and contrast organizational structures used to manage sales,...

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  • Chapter 20 – Personal selling and sales management. After reading chapter 20, you should be able to: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management.

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  • Chapter 20 provides knowledge of personal selling and sales management. After reading chapter 20, you should be able to: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management.

    ppt69p luimotbuoc_3 03-11-2016 5 2   Download

  • Chapter 17: Personal selling and sales management. When you finish this chapter, you should: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management,...

    ppt38p estupendo5 24-08-2016 3 1   Download

  • Chapter 17 - Personal selling and sales management. What you should learn from chapter 17: The role of interpersonal selling in international marketing, the considerations in designing an international sales force, the steps to recruiting three types of international salespeople, selection criteria for international sales and marketing positions,...

    ppt15p hihihaha1 03-12-2016 1 1   Download

  • By learning how to “dial for dollars,” you can transform the telephone that’s already sitting on your desk into a virtual money-making machine with unlimited potential. Throughout this book, the terms telemarketing and telesales are used interchangeably. However, some people define telemarketing as the use of the telephone to make contact with prospects, whereas telesales involves actually moving the pros- pect further down the sales cycle or sales pipeline. The skills required of a telemarketer and/or telesales professional, as you’ll soon see, are identical....

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  • Marcelo Thalenberg (Sao Paulo, Brazil) has over 30 years experience in the technology business as both an executive and entrepreneur in companies like Texas Instruments and Avnet, among others. Today, Marcelo is the president of MT Criativa, a consulting and entrepreneurial education company. The company provides time, teamwork, marketing and sales management training using Microsoft Outlook. Marcelo writes articles in electronics and computer magazines including Eletronica Saber. He has written a marketing trends column and most recently has written about time management at Voce S.

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  • The role of selling is continuing to change and evolve in response to dramatic moves in the way buyers and sellers interact. Individual knowledge, skills and abilities are still required, perhaps more than ever, but teamwork and technology are also vital ingredients in an effective organizational response to the needs and demands of customers. The salesforce have always been ambassadors for their firm, but in a turbulent business environment the information and persuasion role of salespeople is being absorbed into their relationship role.

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  • If you sincerely believe that “the customer is king,” the second most important person in this kingdom must be the one who has a direct interaction on a daily basis with the king. MICHAEL BON CHAIRMAN & CEO, FRANCE TELECOM Chapter Consultant: Paulette Turner, Sales Operations Business Unit Executive, IBM Corporation

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  • Chapter 5 - Customer interaction management. This chapter presents the following content: Improving your chances of success, personal selling, customer interaction, pre-call planning, anticipate buyer questions, personal motives,....

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  • When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.

    ppt20p nomoney20 05-07-2017 3 1   Download

  • This chapter presents the following content: Is your sales force sized correctly? an illustration of carryover, sales force selling expenses as a percentage of sales, the profit impact of sales force size: an illustration, sales force expense classifications,...

    ppt21p nomoney20 05-07-2017 1 1   Download

  • As a professional sales trainer, I have discovered a very important aspect of adult learning: people love simplicity. The simpler the better. I wrote this book with that goal in mind; to reveal the simplicity of selling. Selling is simple. Simple is fun. That is why the KISS principle (Keep It Simple Salespeople) prevails. This book offers an approach that strips away the perceived complexities of selling and discusses selling in its purest form: a dialogue between two human beings. The required skills of an effective sales professional have become increasingly sophisticated.

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  • 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.

    ppt17p em_van 31-08-2012 50 13   Download

  • As you might imagine, the program wasn’t just a sensation in terms of sales numbers. It has generated a flood of opinions, on both sides of the matter, as well as numerous copycat artists attempting to sell their own “no cold calling” programs. While there are plenty of people who agree with me that cold calling is now obsolete, the most heated – and angry – opinions come from those who still support the idea of cold calling. Most of these people are the “old-school” types I mentioned, the stereotypical dictator sales managers...

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