Table of ContentsCHAPTER EIGHTEEN Personal selling defined Methods of personal selling Personal selling Personal selling The characteristics of personal selling Limitations of personal selling Types of personal selling tasks Types of personal selling tasks Common activities of order-getting salespeople Sales support and cross-functional teams THE CREATIVE SELLING PROCESS Identifying and qualifying prospects Identifying and qualifying prospects The approach Sales presentation Handling objections Closing the sale Follow up Sales force automation and integrated marketing communications Salespeople as future managers Sales management Sales management Sales management planning sales objectives Sales management organizing the sales force Sales management directing the sales force Sales management directing the sales force Sales management directing the sales force Sales management directing the sales force Evaluation and Control Ethical issues in sales and sales management |
Author: Richard T. Farmer SBA
Email: gifforjb@muohio.edu Home Page: www.sba.muohio.edu/gifforjb |