客户服务及个性化销售.pptVIP

Chapter 16 Personal Selling and Customer Service Personal Selling Often the single largest operating expense 1 out of 10 in the labour force is in sales work Increasing professionalism Good selling means helping the customer to buy Represent both organisation and customer Market information Planning strategy and allocating effort Basic sales tasks Supporting Salespeople MISSIONARY SALESPEOPLE Supporting salespeople who work for producers, calling on their intermediaries and the intermediaries customers TECHNICAL SPECIALISTS Supporting salespeople who provide technical assistance to order-orien