销售管理指南(doc 50)

AN OVERVIEW OF CONTEMPORARY SALES MANAGEMENT     2
1.PLANNING:2
2.IMPLEMENTATION:2
3.EVALUATION AND CONTROL:2
AN OVERVIEW OF PERSONAL SELLIN                                     2
1.ALTERNATIVE SELLING TECHNIQUES2
2.PROSPECTING2
3.THE PREAPPROACH2
4.QUALIFYING THE PROSPECT:2
5.THE APPROACH2
6.THE PRESENTATION2
7.MEETING OBJECTIONS2
8.CLOSE2
9.FOLLOW-UP CAREER STAGES2
CORPORATE, BUSINESS, AND MARKETING STRATEGIES2
1.PORTER'S TYPOLOGY OF COMPETITIVE STRATEGIES2
2.MILES AND SNOW COMPETITIVE STRATEGY TYPOLOGY2
ACCOUNT MANAGEMENT AND ACCOUNT COVERAGE STRATEGIES2
1.COMMUNICATION TASKS APPROPRIATE FOR PERSONAL SELLING2
2.PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS2
ORGANIZING THE ACTIVITIES OF SALES MANAGERS AND SALES PEOPLE2
1.ECONOMIC METHOD OF DETERMINING IF OUTSIDE AGENTS ARE APPROPRIATE2
2.CONTROL AND STRATEGIC CRITERIA FOR DETERMINING IF A COMPANY SALES FORCE SHOULD BE USED2
3.HORIZONTAL ORGANIZATIONAL STRUCTURES2
ALLOCATING SELLING EFFORT AND DESIGNING SALES TERRITORIES2
STAFFING THE SALES FORCE: RECRUITMENT AND SELECTION2
1.CONTENT OF THE JOB DESCRIPTION2
2.METHODS FOR DECIDING ON SELECTION CRITERIA2
3.SOURCES OF RECRUITS2
CONTINUAL DEVELOPMENT OF THE SALES FORCE: SALES TRAINING2
SALES FORCE MOTIVATION2
MANAGING SALES FORCE REWARD SYSTEMS2
LEADERSHIP2
DEMAND ASSESSMENT AND SALES QUOTAS2
EVALUATION AND CONTROL2
PERFORMANCE EVALUATION2
ACKNOWLEDGEMENTS2
 

CHAPTER 1
AN OVERVIEW OF CONTEMPORARY SALES MANAGEMENT
Sales force management is the management of the personal selling component of an organization's marketing program.

The activities involved in managing the personal selling function include:

1. The formation of the strategic plan (PLANNING).
2. The implementation of the sales program (IMPLEMENTATION).
3.The evaluation and control of sales force performance (CONTROL).

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