MGMA01H3 Chapter 16: Chapter 16 Notes
Document Summary
Personal selling personal presentation by the firm"s sales force for the purpose of making sales and building customer relationships. Salesperson an individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, or relationship building. Order taker department store salesperson standing behind the counter. Order getters position demand creative selling and relationship building for products and services. Sales force management the analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure, and recruiting, selecting, training, supervising, compensating, and evaluating the firm"s salespeople. Compensating salespeople compensation is made up of several elements a fixed amount (salary), a variable amount (commissions or bonuses), expenses, and fringe benefits. Worry that the salesperson who is pushing too hard to close a deal may ruin customer relationship. Sales promotion short-term incentives to encourage the purchase of sale of a product or service.
