TAILIEUCHUNG - Lecture M: Marketing (4/e) - Chapter 19: Personal selling and sales management

Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling. | personal selling and sales management nineteen Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 1 LEARNING OBJECTIVES LO 19-1 Describe the value added of personal selling. LO 19-2 Define the steps in the personal selling process. LO 19-3 Describe the key functions involved in managing a sales force. LO 19-4 Describe the ethical and legal issues in personal selling. The Scope and Nature of Personal Selling 3 Professional Selling as a Career People love the lifestyle There is a lot of flexibility There is a lot of variety in the job Can be very lucrative Very visible to management and good for promotions Sales Jobs Website ©Royalty-Free/Corbis 4 The Value Added by Personal Selling Salespeople Provide Information and Advice Salespeople Save Time and Simplify Buying Salespeople Build Relationships ©Royalty-Free/Corbis 5 The Personal Selling Process 6 Step 1: Generate and Qualify Leads 7

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