MCS 1000 Chapter Notes - Chapter 09: Cross-Functional Team, Sales, Sales Management

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

Document Summary

Personal selling: involves the two-way flow of information between buyer and seller. Sales management: involves the planning and the selling program and implementing. Pervasiveness of selling: everybody lives by selling something. Three major forms of personal selling exist: order taking: the process of routine orders, reorders for products that have already been sold by the company. The responsibility of order takers is to preserve an ongoing relationship: outside order takers: visit customers and replenish inventory. Sales plan: a statement describing what is to be achieved and where and how the selling effort of sales people is to be deployed. Sales plan formulation: setting objectives, organizing salesforce, developing account management policies. Sales plan implementation: sales force recruitment, salesforce training, sales force motivation and compensation. Sales force evaluation: measuring results: quantitative assessments like quota, behavioral evaluation: attitude, and attention to customers ect.