Professional Documents
Culture Documents
Sales Management
Pervasiveness of Selling
Personal Selling in Marketing
Creating Customer Value through
Salespeople: Relationship and
Partnership Selling
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Order Taking
Order Getting
THE
PERSONAL SELLING PROCESS
: BUILDING RELATIONSHIPS
Prospecting
Preapproach
Approach
Stages
and
objectives
of the
personal
selling
process
Presentation
Stimulus-Response Format
Formula Selling Format
Presentation
Need-Satisfaction Presentation
Adaptive selling
Consultative selling
Handling Objections
Close
Follow-Up
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
THE SALES
MANAGEMENT PROCESS
THE SALES
MANAGEMENT PROCESS
Setting Objectives
Organizing the Salesforce
Organizing
the
Sales
Force by
customer,
product,
and
geography
THE SALES
MANAGEMENT PROCESS
THE SALES
MANAGEMENT PROCESS
THE SALES
MANAGEMENT PROCESS
Salesforce Training
Salesforce Motivation and Compensation
THE SALES
MANAGEMENT PROCESS
Salesforce Computerization
Salesforce Communication
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin