MCS 1000 Chapter Notes - Chapter 18: Personal Selling, Sales Management, Customer Relationship Management

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

Document Summary

Scope and significant of personal selling and sales management. Personal selling is the two way communication between a buyer and seller, of in a face to face encounter, designed to influence a person"s or groups purchase decision. Personal selling also takes place over the telephone, through video teleconferencing, and the internet. Sales management involves planning the selling program and implementing and controlling the personal selling effort of the firm. Tasks will include, setting objectives; organizing the salesforce; recruiting, selecting, training, and compensating salespeople; evaluating the performance of individuals. More than a million people are employed in sales positions in canada. Virtually every occupation that involves customer contact has an element of personal selling. Selling often serves as a stepping stone to top management, as well as being a career path in itself. Creating customer value through salespeople: relationship and partnership selling.