人民大课件市场营销学英文版第15版ch-13-PPTaccessible.pptxVIP

Marketing:AnIntroductionFifteenthEditionChapter13PersonalSellingandSalesPromotionCopyright?2023,2020,2017PearsonEducation,Inc.AllRightsReserved

ObjectivesOutline(1of2)13.1Discusstheroleofacompany’ssalespeopleinengagingcustomers,creatingcustomervalue,andbuildingcustomerrelationships.13.2Identifyandexplainthesixmajorsalesforcemanagementsteps.

ObjectivesOutline(2of2)13.3Discussthepersonalsellingprocess,distinguishingbetweentransaction-orientedmarketingandrelationshipmarketing.13.4Explainhowsalespromotioncampaignsaredeveloped