科特勒 市场营销学1.pptVIP

Chapter 21Managing The Sales Forceby PowerPoint by Milton M. Pressley University of New Orleans Kotler on Marketing The successful salesperson cares first for the customer, second for the products. Chapter Objectives In this chapter, we answer the following questions: What decisions do companies face in designing a sales force? How do companies recruit, select, train, supervise, motivate, and evaluate a sales force? How can salespeople improve their skills in selling, negotiation, and carrying on relationship marketing? Sales Representative Robert McMurry’s sales representative types: De