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Public relations activities

1. Press relations


2. Product publicity


3. Corporate communications


4. Lobbying


5. Counseling

Sales promotion tools

Samples, coupons, premium, contest, games, etc.

Prospecting

Process of searching for new accounts

Sales force structure can be based on

1. Territorial


2. Product


3. Market


4. Customer


5. Combination

Allocating

Sales representatives decide on which customers to allocate scarce products