ll.The Role of the Sales Force 18-6 Personal selling is effective because salespeople can: >probe customers adjust the marketing offer negotiate terms of sale build long-term personal relationships 制卧经价蜀易大考 国际商学院市场营销学系
II. The Role of the Sales Force z Personal selling is effective Personal selling is effective because because salespeople can: salespeople can: ¾ probe customers ¾ adjust the marketing offer ¾ negotiate terms of sale ¾ build long-term personal relationships 18 － 6 18 － 6
ll.The Role of Sales Force 18-7 Produce Customer Satisfaction Sales Force:A Critical Link Produce Company Profit 制卧经价蜀易大考 国际商学院市场营销学系
II. The Role of Sales Force 18 － 7 18 － 7 Sales Force: A Critical Link Produce Customer Satisfaction Produce Company Profit
18-8 lll.Sales force management 1. Designing Sales Force Strategy and Structure 2. Recommendations for Recruiting Salespeople 3. Selecting Salespeople 4. Training Salespeople 5. Compensating Salespeople 6. Supervising Salespeople 7. Evaluating Salespeople 制计爱价蜀易大孝 国际商学院市场营销学系
III. Sales force management III. Sales force management 1. Designing Sales Force Strategy and Structure 2. Recommendations for Recruiting Salespeople 3. Selecting Salespeople 4. Training Salespeople 5. Compensating Salespeople 6. Supervising Salespeople 7. Evaluating Salespeople 18 － 8 18 － 8
Major Steps In 18-9 Sales force Management Recruiting Designing and Training Selecting Compensating- Supervising Evaluating 制卧经价蜀易大考 国际商学院市场营销学系
Major Steps In Sales force Management Designing Designing Recruiting and Selecting Recruiting and Selecting Training Training Compensating Compensating Supervising Supervising Evaluating Evaluating 18－9 18－9
18-10 1.Designing Sales Force Strategy and Structure Territorial Complex Forms Are Exclusive Territory to Sell the a Combination of Company's Full Product Line Any Types of Sales Force Structures Product Sales Force Sells Only a Portion of The Company's Products or Lines Customer Sales Force Sells Only to Certain Customers or Industries 制计价蜀易大孝 国际商学院市场营销学系
1. Designing Sales Force Strategy and Structure Territorial Exclusive Territory to Sell the Company’s Full Product Line Product Sales Force Sells Only a Portion of The Company’s Products or Lines Customer Sales Force Sells Only to Certain Customers or Industries Complex Forms Are a Combination of Any Types of Sales Force Structures 18 －10 18 －10