17 CHAPTER 17 Personal Selling and Sales Promotion CHAPTER Personal Selling and Sales Promotion Chapter Objectives 1 Describe the role of today’s 4 Identify and briefly 7 Identify the role of ethical salesperson. behavior in personal describe the three basic selling. sales tasks. 2 Describe the four sales 5 Outline the seven steps in 8 Describe the role of sales channels. promotion in the the sales process. 3 Describe the major trends promotional mix‚ and in personal selling. 6 Identify
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Discuss the importance of recruitment and selection of sales people. What are some of the problems associated with selecting the wrong person for the job? Sales people are the front line of many businesses in the sales division. If a business has a shop front where customers come and have to inquire about potential purchases‚ current purchases or prior purchases then more often than not a salesperson is their first port of call. While it may appear that technology and self service are up and coming
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Strategic Alignment Worksheet: Sales and Marketing NAME: Overview Use this Strategic Alignment Worksheet (SAW) to help you complete the sections listed below. As you progress through the course‚ you will be instructed to complete and submit section(s) of the SAW. Once you have all of the sections completed‚ you are to incorporate the sections into the larger Atha Execution Plan‚ which is your final project deliverable (to be submitted in Unit 5). Sections of the SAW * Goals and
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Sales Management Final Project Report Lahore Business School Date: 13th December 2013 Submitted to: Sir Jawad A.K. Tareen Submitted by: Sheheryar Jamal Pasha BBA.02113108 Umer Ahmed BBA.02113248 Hira Khan BBA.02113194 Irfan Shahid BBA.02113275 Hassam Bin Hamid
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RELATIONSHIP MARKETING PLANNING THE SALES CALL IS A MUST! • Strategic customer sales planning – the pre-approach High performing salespeople can be strategic problem-solvers for their customers. Strategic refers to programs‚ goals‚ and problems of great importance to customers. Top salespeople who are effective strategic problem solvers have the skills and knowledge to be able to: Uncover and understand the customer’s strategic needs by gaining an in-depth knowledge of the customer’s
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1.0 Introduction Point-of-Sales or POS with Inventory System‚ it can help the company in billing‚ monitoring the stocks‚ and issuing of receipts‚ importing all the product and goods in a system by using databases. Large companies used inventory system even small kind of business. As we observed‚ Gee Cee bakeshop Branch V. Tiomico Corner Gen. Hizon CSFP having a difficulties in billing and monitoring and issuing of receipts and they are finding ways or solutions to improve their business and make
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adjustment to other cultures. Given these kinds of problems‚ is that international sales position being offered to we as attractive as it looks? Will it really help wer career? Particularly in relationship cultures such as China‚ relationship marketing‚ built on effective communications between the seller and buyer‚ focuses on building long-term alliances rather than treating each sale as a one-time event. Designing the Sales Force Based on analyses of current and potential customers‚ the selling environment
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an exceptional environment." For the fiscal year 2010‚ Neiman Marcus had strong sales numbers. The total sales in the first quarter included the months of August‚ September‚ and October. The total sales were $ 869 million. The second quarter included the months of November‚ December‚ and January. The total sales were $ 1‚102 million. The third quarter included the months February‚ March‚ and April. The total sales in the third quarter were $ 895 million. These figures include all 41 retail stores
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Sales Process Flow Chart Developing ‘Suspects’ Sales Manager (SM) Makes Status Check Phone Calls * Quarterly to Selected Customers * Monthly to Small Distributors * Weekly to Large Distributors Marketing Prepares Business Development Campaigns: * Advertising Press Releases * Trade Shows * Direct Communication * User Conferences Significant Items Recorded in Goldmine SM Visits to Distributors: (Quarterly- large distributors; semi-annually – small distributors) * Review
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Haverwood Furniture‚ Inc. Q1 How would you characterize the HH wood Furniture Industry? • Haverwood L Room & Bedroom • Haverwood has own sales force 10 sales/ 2 Reg • Upholstered 50%/ Wood 40% • Total Ind Sales 3 Mil • Top 10 Wood Manu = 1/3 of total sales • Asia imports driving down prices (BPuerto) • US Manu downsized – 100 Manu • $15 million sales = 6% mkt share • Hwood uses 1000 specialty style (Selective distribution) • Gallery concept prevalent • Do not have full line in all retailers
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