1. CHAPTER 8 Strategic Analysis and Choice in the Multibusiness Company: Rationalizing Diversification and Building Shareholder Value 2. Chapter Topics Rationalizing Diversification…
Slide 1Personal Selling and Sales Promotion Chapter 16 Priciples of Marketing by Philip Kotler and Gary Armstrong PEARSON Slide 2 1 Personal Selling Discuss the role of a…
1. Chapter 9 Managing the Global Sales Territory Sales Management: A Global Perspective Earl D. Honeycutt John B. Ford Antonis Simintiras 2. Introduction Sales territory…
1. NEW WAVE MARKETING 2010 : Optimizing Sales Force Activities 3. 2009 – 2010: Tough Times 4. Background “ US pharmaceutical companies have for decades…
Introduction: Special Issue on Enhancing Sales Force Productivity Murali K. Mantrala, Sönke Albers, Srinath Gopalakrishna, and Kissan Joseph, Guest Editors Sales Force Effectiveness:…
Slide 1 Part III SALES FORCE ACTIVITIES Chapter 6: Sales Force Organization Slide 2 Figure 6-1: Decisions Affected by Sales Force Organization Structure Performance Evaluation…
Slide 1 Chapter 16 Slide 2 Personal presentations by the firm’s sales force for the purpose of making sales and building customer relationships. Slide 3 Salesperson…
Slide 1 Part II SALES FORCE ACTIVITIES Chapter 3: Sales Opportunity Management Slide 2 Sales opportunity management One way to increase productivity is to focus sales force…
Organizing the Modern Sales Force Sales & Distribution Management Marketing 3345 Importance of Sales Organization Decisions Organizing the activities and management…