BUSMKT 1040 Chapter Notes - Chapter 17: Personal Selling, Sales Management, Customer Relationship Management
Document Summary
Chapter 17: personal selling and sales management. Salespeople are the critical link between the firm and its customers: this role requires that salespeople match company interests with customers" needs to satisfy both parties in the exchange process, 2. Salespeople are the company in a consumer"s eyes: they represent what a company is or attempts to be and are often the only personal contact a customer has with the company, 3. Involves mutual respect and trust among buyers and sellers. Outside order takers: visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers: provide assistance in arranging displays, 2. Inside order takers (order clerks or salesclerks): typically answer simple questions, take orders, and complete transactions with customers. Lead: the name of a person who may be a possible customer: 2. Prospect: a customer who wants or needs the product: 3.
