TAILIEUCHUNG - Lecture Marketing (11/e): Chapter 20 – Kerin, Hartley, Rudelius

Chapter 20 provides knowledge of personal selling and sales management. After reading chapter 20, you should be able to: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management. | McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved. LO2 Identify the different types of personal selling. Explain the stages in the personal selling process. LO3 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 20, YOU SHOULD BE ABLE TO: Discuss the nature and scope of personal selling and sales management in marketing. LO1 Describe the major functions of sales management. LO4 MEET TODAY’S SALES PROFESSIONAL SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT LO1 Personal Selling Sales Management Selling Happens Almost Everywhere Personal Selling in Marketing “Everyone Lives by Selling Something” Cambridge Sales FIGURE 20-1 Personal selling and sales management quiz. What are your answers? SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT CREATING CUSTOMER VALUE LO1 Salespeople: Identify Creative Solutions to Customer Problems Ease the Customer Buying Process Make the After-the-Sale Follow-Up Relationship Selling .

• Marketing - Bán hàng
• Marketing environment
• Marketing research
• Lecture Marketing
• Targeting marketing opportunities
• Personal selling
• Sales management
• Marketing strategies
• Lecture M Marketing
• Analyzing the marketing environment
• Corporate partners
• Principles of Marketing
• Lecture Principles of Marketing
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• Economic environment
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• Marketers operate
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• Strategic market planning
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