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Lecture M: Marketing (4/e) - Chapter 19: Personal selling and sales management

Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling. nineteen chapter personal selling and sales management Copyright © 2015 McGraw­Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGr

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nineteen chapter personal selling and sales management Copyright © 2015 McGraw­Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw­Hill Education. LEARNING OBJECTIVES LO 19-1 Describe the value added of personal selling. LO 19-2 Define the steps in the personal selling process. LO 19-3 Describe the key functions involved in managing a sales force. LO 19-4 Describe the ethical and legal issues in personal selling. 19­2 The Scope and Nature of Personal Selling 19­3 Professional Selling as a Career • People love the lifestyle • There is a lot of flexibility • There is a lot of variety in the job • Can be very lucrative • Very visible to management and good ©Royalty-Free/Corbis for promotions Sales Jobs Website 19­4 The Value Added by Personal Selling • Salespeople Provide Information and Advice • Salespeople Save Time and Simplify Buying • Salespeople Build Relationships ©Royalty-Free/Corbis 19­5 ... - tailieumienphi.vn
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