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MARKETING MANAGEMENT Managing Personal Communications
Direct Marketing Use of consumer-direct channels to reach and deliver goods and services to customers without using market middlemen.
Direct Marketing Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Public Issues in Direct Marketing ,[object Object],[object Object],[object Object],[object Object]
Designing an Attractive Web Site ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Ease of Use and Attractiveness ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Increasing Visits and Site Stickiness ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Online Ads ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
e-Marketing Guidelines ,[object Object],[object Object],[object Object],[object Object]
Designing a Sales Force Sales force objectives Sales force strategy Sales force structure Sales force size Compensation
Sales Tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Managing the Sales Force Recruiting, selecting Training Supervising Motivating Evaluating
Workload Approach to Determining Sales Force Size ,[object Object],[object Object],[object Object],[object Object],[object Object]
Components of Sales Force Compensation ,[object Object],[object Object],[object Object],[object Object]
What Motivates Sales Reps? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Steps in Effective Selling Prospecting/ Qualifying Preapproach Approach Presentation Overcoming objections Closing Follow-up

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Managing personal communication

  • 1. MARKETING MANAGEMENT Managing Personal Communications
  • 2. Direct Marketing Use of consumer-direct channels to reach and deliver goods and services to customers without using market middlemen.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10. Designing a Sales Force Sales force objectives Sales force strategy Sales force structure Sales force size Compensation
  • 11.
  • 12. Managing the Sales Force Recruiting, selecting Training Supervising Motivating Evaluating
  • 13.
  • 14.
  • 15.
  • 16. Steps in Effective Selling Prospecting/ Qualifying Preapproach Approach Presentation Overcoming objections Closing Follow-up