ch16ProfessionalSales(营销管理,菲利普·科特勒教材)分析报告.pptVIP

“Good listeners generally make more sales than good talkers”-B.C. Holwick Chapter Objectives Explain the role and nature of personal selling and the role of the sales force Describe the basics of managing the sales force Identify the key issues in recruiting, selecting, training, and compensating salespeople Chapter Objectives Discuss supervising salespeople, including directing, motivation, and evaluating performance Apply the principles of personal selling process, and outline the steps in the selling process Hospitality IndustrySales Positions Deliverer Order-taker or Customer