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Session 12 Personal Selling and Direct Marketing

Personal Selling and Direct Marketing. Discuss the role of a company's salespeople in creating value for customers and building customer relationshipsIdentify and explain the 6 major sales force management steps Discuss the 7 personal selling process, distinguishing between transaction-ori

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Session 12 Personal Selling and Direct Marketing

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    1. Session 12 Personal Selling and Direct Marketing

    2. Personal Selling and Direct Marketing

    3. Opening Vignette: Lear Corporation

    4. Personal Selling

    5. The Role of the Sales Force

    6. 6 Sales Force Management Steps

    7. 6 Sales Force Management Steps (continued)

    8. 6 Sales Force Management Steps (continued)

    9. 6 Sales Force Management Steps (continued)

    10. 6 Sales Force Management Steps (continued)

    12. 6 Sales Force Management Steps (continued)

    13. 6 Sales Force Management Steps (continued)

    15. 6 Sales Force Management Steps (continued)

    16. 6 Sales Force Management Steps (continued)

    17. The 7 Personal Selling Process

    18. The 7 Personal Selling Process (continued)

    19. The 7 Personal Selling Process (continued)

    20. The 7 Personal Selling Process (continued)

    21. The 7 Personal Selling Process (continued)

    22. The 7 Personal Selling Process (continued)

    23. The 7 Personal Selling Process (continued)

    24. The 7 Personal Selling Process (continued)

    25. Customer Relationship Management

    26. The sale force is in Sale not in Research !

    27. Direct Marketing

    28. Direct Marketing (continued)

    29. Direct Marketing (continued)

    30. How Dell Changed an Industry

    31. Forms of Direct Marketing

    32. Integrated Direct Marketing

    33. Public Policy and Ethical Issues

    34. Public Policy and Ethical Issues (continued)

    35. Vitango : Fighting Malnutrition

    36. Next week

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