Page 15 - Foundations of Marketing

Contents |

Chapptter 17: Perrsonaal SSellinng aand SSales Team and Relationship Selling 489
Prroomotionn 4881 Team Selling 489
Relationship Selling 490
Marketing Insights: Chrysler Masters Selling and Sales Managing the Sales Force 491
Management 481 Establishing Sales Force Objectives 491
The Nature of Personal Selling 482 Determining Sales Force Size 492
Entrepreneurship in Marketing: Tastefully Simple: From Recruiting and Selecting Salespeople 492
Gift Baskets to Multi-Million-Dollar Gourmet Food
Firm 483 Training Sales Personnel 493
Steps of the Personal Selling Process 484 Emerging Trends: Global Bribery Laws Change the
Personal Selling Industry 494
Prospecting 484 Compensating Salespeople 494
Preapproach 485 Motivating Salespeople 496
Approach 486 Managing Sales Territories 497
Making the Presentation 486
Marketing Debate: Virtual versus Face-to-Face Sales Controlling and Evaluating Sales Force
Presentations 486 Performance 498
Overcoming Objections 487 The Nature of Sales Promotion 499
Closing the Sale 487 Consumer Sales Promotion Methods 499
Following Up 487 Going Green: E-Coupons Benefit a Variety of
Stakeholders—Including the Environment 501
Types of Salespeople 487 Trade Sales Promotion Methods 504
Order Getters 488 Video Case 17.1: Murray’s Cheese Achieves Success
Order Takers 488 through Personal Selling 509
Support Personnel 489

Glossary G-1
Name Index I-1
Organization Index I-5
Subject Index I-11

Online appendices can be found at www.cengagebrain.com
Appendix A: Financial Analysis in Marketing
Appendix B: Sample Marketing Plan
Appendix C: Careers in Marketing
Role-Play Exercises

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