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Section 12.1 The Sales Function

Chapter 12. selling overview. Section 12.1 The Sales Function. Section 12.2 Sales Careers. The Sales Function. Section 12.1. Explain the purpose and goal of the selling function. Discuss how selling is related to the marketing concept. Describe Customer Relationship Management.

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Section 12.1 The Sales Function

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  1. Chapter 12 selling overview Section 12.1 The Sales Function Section 12.2 Sales Careers

  2. The Sales Function Section 12.1 • Explain the purpose and goal of the selling function. • Discuss how selling is related to the marketing concept. • Describe Customer Relationship Management. • Analyze sales trends and techniques and how they are applied to Holiday Shopping.

  3. The Sales Function Section 12.1 The marketing concept comes alive in the sales function with the help of emerging trends and technology. Customer Relationship Management (CRM) and sales management efforts help to achieve the purpose and goal of selling. Why is selling an important marketing function?

  4. The Sales Function Section 12.1 Details on Selling and the Marketing Concept and Sales Management

  5. The Sales Function Section 12.1 Details on Selling and the Marketing Concept and Sales Management

  6. The Sales Function Section 12.1 The Marketing Concept

  7. The Sales Function Section 12.1 The Marketing Concept

  8. The Sales Function Section 12.1 Selling and the Marketing Concept Purpose of Selling Goal of Selling To help customers make satisfying buying decisions. To create ongoing, profitable relationships with customers. The marketing concept has created a customer-centered focus. Why do companies try to make you a loyal customer?

  9. The Sales Function Section 12.1 Selling and the Marketing Concept Customer relationship management (CRM) has flourished due to new computer technology. customer relationship management (CRM) A system that involves finding customers and keeping them satisfied. Why is it important for companies to utilize CRM?

  10. The Sales Function Section 12.1 Selling and the Marketing Concept Web Sites andSocial Media E-Mail Customer LoyaltyPrograms Sales TrendsandTechnology ComputerSoftware Mobile Devices Partnerships

  11. Why do you think companies use loyalty programs? • Why should a company sell it’s products online and also in retail stores.

  12. Selling Techniques for the Holidays • What is the History of Black Friday? • What is Black Friday? • Best Black Friday Deals: 5 Tips That Save You Money • What and When is Cyber Monday? • Green Monday: What Is It, Date, Deals, Sales Trends

  13. Article Review • Each table needs to take 5 minutes to read and highlight major points in article. • Select a spokesperson • Discuss and determine the major points to share with class • Present to class

  14. The Sales Function Let’s Review • Why is selling so important for business? • Why do they put so much importance on Black Friday? • How are sales trends and technology applied to Black Friday and Holiday Shopping?

  15. The Sales Function • Assignment for tomorrow. • Let’s go shopping! • Using the following website plan a holiday shopping list www.theblackfriday.com You are going out shopping Friday morning. You have $300 cash and $500 limit on a credit card. What would you buy?

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