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Bài giảng Marketing - Chương 17: Managing the sales force

Chapter 17 help learners review the types of decisions firms face in designing a sales force; learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force; understand how salespeople improve their selling, negotiation, and relationship-building skills. | To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Chapter 17 Managing the Sales Force PowerPoint by Karen E. James Louisiana State University - Shreveport To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Objectives Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills. To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Deliverer Order taker Missionary Technician Demand creator Solution vendor Types of Sales Representatives To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Objectives Sales volume and . | To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Chapter 17 Managing the Sales Force PowerPoint by Karen E. James Louisiana State University - Shreveport To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Objectives Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills. To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Deliverer Order taker Missionary Technician Demand creator Solution vendor Types of Sales Representatives To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Objectives Sales volume and profitability Customer satisfaction Strategy Account manager Type of sales force Direct (company) or contractual To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Types of sales force structures: Territorial Product Market Complex Key accounts To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Workload approach: Group customers by volume Establish call frequencies Calculate total yearly sales call workload Calculate average number of calls/year Calculate number of sales representatives To accompany A Framework for Marketing Management, 2nd Edition Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Four components of compensation: .