AN OVERVIEW OF CONTEMPORARY SALES (doc 50页)

AN OVERVIEW OF CONTEMPORARY SALES  contens：
一、AN OVERVIEW OF CONTEMPORARY SALES MANAGEMENT    
1.PLANNING:3
2.IMPLEMENTATION:
3.EVALUATION AND CONTROL:
二、AN OVERVIEW OF PERSONAL SELLIN                              
1.ALTERNATIVE SELLING TECHNIQUES5
2.PROSPECTING6
3.THE PREAPPROACH7
4.QUALIFYING THE PROSPECT:
5.THE APPROACH7
6.THE PRESENTATION8
7.MEETING OBJECTIONS9
8.CLOSE9
9.FOLLOW-UP CAREER STAGES10
三、CORPORATE, BUSINESS, AND MARKETING STRATEGIES11
1.PORTER'S TYPOLOGY OF COMPETITIVE STRATEGIES12
2.MILES AND SNOW COMPETITIVE STRATEGY TYPOLOGY12
四、ACCOUNT MANAGEMENT AND ACCOUNT COVERAGE STRATEGIES14
1.COMMUNICATION TASKS APPROPRIATE FOR PERSONAL SELLING15
2.PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS16
五、ORGANIZING THE ACTIVITIES OF SALES MANAGERS AND SALES PEOPLE17
1.ECONOMIC METHOD OF DETERMINING IF OUTSIDE AGENTS ARE APPROPRIATE18
2.CONTROL AND STRATEGIC CRITERIA FOR DETERMINING IF A COMPANY SALES FORCE SHOULD BE USED18
3.HORIZONTAL ORGANIZATIONAL STRUCTURES19......