客户服务及个性化销售 .pptxVIP

Chapter 16Personal Selling andCustomer ServicePersonal SellingOften the single largest operating expense1 out of 10 in the labour force is in sales workIncreasing professionalismGood selling means helping the customer to buyRepresent both organisation and customerMarket informationPlanning strategy and allocating effortBasic sales tasksSales job may involvea blend of sales tasksSupportingOrderOrderTakingGettingSupporting SalespeopleMISSIONARY SALESPEOPLESupporting salespeople who work for producers, calling on their intermediaries and the intermediaries customersTECHNICAL SPECIALISTSSupporting