Principles of Marketing 14-1 Session 14 Personal Selling Customer Relationship Management Online Marketing Text:Chapters 16,17 對酒价置昌大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－1 Principles of Marketing Personal Selling , Customer Relationship Management & Online Marketing Session 14 Text: Chapters 16, 17
Outline 14-2 I.Personal selling II.Sales force management III. Selling process IV. Customer Relationship Management V.Direct Online Marketing 對逐（价至易大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－2 Outline I. Personal selling II. Sales force management III. Selling process IV. Customer Relationship Management V. Direct & Online Marketing
14-3 I.Personal Selling 雒對酒价置昌大专 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－3 I. Personal Selling
1-1.Personal Selling--Definition 14-4 Involves two-way,personal communication between salespeople and individual customers whether >face to face, by telephone, >through video conferencing, or by other means. 對补至（竹置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－4 I-1. Personal Selling-- Definition Involves two-way, personal communication between salespeople and individual customers whether face to face, by telephone, through video conferencing, or by other means
1-2.Personal Selling Depends on 14-5 the salespeople who are 1.well-educated 2.well-trained professionals who work to build and maintain long-term relationships with customers. :對计适（竹置多大差 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－5 I-2. Personal Selling Depends on the salespeople who are 1. well-educated 2. well-trained professionals who work to build and maintain long-term relationships with customers