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3 Cards in this Set

  • Front
  • Back

Six major steps in sales force management

-Design sales force structure & strategy


-Recruit salespeople


-Train salespeople


-Compensate salespeople


-Supervise salespeople


-Evaluate salespeople

Selling Process

-Prospecting & Qualifying


-Pre-approach


-Approach


-Presentation & Demonstration


-Objection Handling


-Closing


-Follow-up

Sales Promotions


(always integrated with IMC)

-Advertising


-PR


-Personal selling


-Direct marketing