CHAPTER 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