MCS 1000 Lecture Notes - Lecture 9: Robert Louis Stevenson, Personal Selling, Polskie Radio Program Iii

• School: University of Guelph
• Department: Marketing and Consumer Studies
• Course: MCS 1000
• Professor: Sergio Meza

Document Summary

Personal selling: involves 2-way ow of communication between buyer & seller to in uence person/group"s purchase decision can take place over phone, video, internet etc. highly human-intensive. Very important; everyone lives by selling something - robert louis stevenson. Sales management: involves planning the selling program & implementing/ controlling personal selling effort. recruiting selecting training compensating evaluating performance. Order taking processes routine orders/reorders preserve relationship with existing customers & remain sales outside order taker: visit customers/replenish inventories inside order taker: answer simple questions, take orders, complete transactions (often represent products with few options (magazines, confectionary items) 16% service calls, travel training, customer follow-up etc. Customer sales support personnel augment selling effort of order-getters by performing services. Missionary salespeople: don"t directly solicit orders but perform promotional activities/introduce products (used a lot in pharmaceutical industry persuade physicians even when wholesales are where actual sales are)