TAILIEUCHUNG - Lecture Marketing (12/e): Chapter 20 – Kerin, Hartley, Rudelius

Chapter 20 – 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. | Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. LO 20-2 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 20, YOU SHOULD BE ABLE TO: LO 20-1 Identify the different types of personal selling. Discuss the nature and scope of personal selling and sales management in marketing. LO 20-3 Explain the stages in the personal selling process. LO 20-4 Describe the major functions of sales management. 20- MEET TODAY’S SALES PROFESSIONAL 20- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT LO 20-1 Cambridge Sales Personal Selling Sales Management Selling Happens Almost Everywhere “Everyone Lives by Selling Something” Personal Selling in Marketing 20- FIGURE 20-1 Personal selling and sales management quiz. What are your answers? 20- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT CREATING CUSTOMER VALUE LO 20-1 Salespeople: Identify Creative .

• Marketing - Bán hàng
• Personal selling
• Sales management
• Marketing process
• Lecture Marketing
• Managing the marketing process
• Strategic marketing
• Selling and Sales Management
• Personal Selling Defined
• Importance of Personal Selling
• Evolution of Personal Selling
• Marketing strategies
• Lecture M Marketing
• Marketing environment
• Personal selling process
• Dalrymples sales management
• Lecture Dalrymples sales management
• Marketing mix
• Selling consequences
• Dalrymple's sales management
• Lecture Dalrymple's sales management
• persuade customer
• Industry boundaries
• MarketingRelationship
• CRM Programs
• domestic markets
• Basic Marketing
• Lecture Basic Marketing
• Marketing opportunities
• Strategic market planning
• Salesforce structure
• Principles of Marketing
• Lecture Principles of Marketing
• Marketing strategy
• Sales promotion
• Managing the sales force
• Direct marketing
• Fundamentals of marketing
• Lecture fundamentals of marketing
• Marketing task
• Marketing management
• Presentation technique
• Marketing communications
• Integrated marketing communications
• Lecture Advertising and promotion
• Evolved sales process
• Relationship marketing
• Lecture Introduction to Business
• Bài giảng Nhập môn kinh doanh
• Business introduction
• Tasks of sales manager
• Personal selling tasks
• International marketing
• Lecture International marketing
• Marketing quốc tế
• Chiếc lược marketing
• Entrepreneurship management
• Pattern of entrepreneurship management
• Exiting the venture
• Reasons for selling
• Intra family sale
• Personal reasons for selling
• Lectures Marketing management
• Managing personal communications
• Interactive marketing
• Edward William Bok
• personal effectiveness
• influencing skills
• selling skills
• autobiography of a Dutch
• Soft skills EQ
• communication skills