MKBU 3225 Chapter Notes - Chapter 16: Sales Force Management System, Sales, Personal Selling
13 Dec 2016
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Personal selling: personal presentations by firm"s sales force for purpose of engaging customers, making sales, & building customer relationships. Salesperson: individual who represents company to customers by performing 1+ activities prospecting, communicating, selling, servicing, info gathering, & relationship building. Linking company w/ its customers: represent company to customers & represent customers to company @ same time. Find & develop new customers & communicate info about company"s product. Sell products by approaching & engaging customers, presenting their offerings, answering objections, negotiating prices & terms, closing sales, servicing accounts, & maintaining account relationships. Relay customer concerns about company products & actions back to company. Learn about customer needs & work w/ other marketing nonmarketing people in company to develop greater customer value: strong salesperson loyalty=strong relationships w/ company & its products. Sales force management: analyzing, planning, implementing, & controlling sales force activities. Major steps designing sales force strategy & structure recruiting.
