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Marketing Management 2nd Edition

Marketing Management 2nd Edition. Michael R. Czinkota and Masaaki Kotabe. Chapter 14: Selling and Sales Management. Chapter Outline. Territory Organization Sales Personnel Planning Prospects & Forecasts Industrial Sales Inter-Organizational Factors Cultural Generalization

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Marketing Management 2nd Edition

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  1. Marketing Management2nd Edition Michael R. Czinkota and Masaaki Kotabe Chapter 14: Selling and Sales Management

  2. Chapter Outline • Territory Organization • Sales Personnel Planning • Prospects & Forecasts • Industrial Sales • Inter-Organizational Factors • Cultural Generalization • People Management

  3. Territory Organization By Geography By Industry By Product

  4. Sales Personnel Plan • Resources needed to exploit potential • Resources needed to meet target • Negotiated levels • Business as usual

  5. Prospects & Forecasts • PROSPECTS: • “A” prospects • “B” prospects • Losers • FORECASTS: • Bankers • Probables • Possibles

  6. Industrial SalesDecision Makers & Influencers • The economic buyer • The user buyer • The technical buyer • The coach

  7. Industrial SalesIndustrial Buying Situations • Straight rebuy • Modified rebuy • New task buying

  8. Inter-Organizational Factors Relationship marketing: between suppliers and customers. Account planning: planning for a single customer.

  9. Cultural Generalization Power distance Individualism vs. collectivism Masculinity vs. femininity Uncertainty avoidance Long-term orientation

  10. People Management • Recruitment • Motivation & compensation • Leadership • Control • Ethical perceptions

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