Solutions for Sales Force Management, 13th Edition Johnston (All Chapters included)
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Course
Salesforce
Institution
Salesforce
Complete Solutions Manual for Sales Force Management, 13th Edition by Mark W. Johnston, Greg W. Marshall ; ISBN13: 9780367682088. (Full Chapters included Chapter 1 to 13)....
1. Introduction to Sales Management in the Twenty-First Century
2. The Process of Selling and Buying
3. Linking Strategie...
Sales Force Management
13th Edition by Mark W. Johnston
Complete Chapter Solutions Manual
are included (Ch 1 to 13)
** Immediate Download
** Swift Response
** All Chapters included
** Cases solutions included
** Teaching Notes
,Chapter 1
Introduction to Sales Management in the Twenty-First Century
Learning Objectives for Chapter 1
• Identify and discuss key trends affecting sales organizations and sales managers
today.
• Present a general overview of the sales management process.
• Identify and illustrate the key external and internal environmental factors that
influence the development of marketing strategies and sales programs.
Definition of Key Terms in Chapter 1
• Transactional selling
o A series of transactions, each one involving separate organizations entering
into an independent transaction involving the delivery of a product or service
in return for compensation.
• Relationship selling
o Act of working with customers to solve their problems, improve efficiencies,
and, in general, add value to their customers’ businesses.
• Leading versus managing
o (1) Communicating with salespeople rather than controlling them, (2)
becoming a cheerleader and coach instead of a supervisor or boss, and (3)
empowering salespeople to make decisions rather than directing them.
, • Sales management
o All activities, processes, and decisions involved in managing the sales function
in an organization.
• Sales management process
o Consists of three interrelated sets of decisions or processes.
Formulation
− Creation of a sales management process that takes environmental and
other factors into consideration.
Implementation
− Involves the selection of appropriate sales personnel and the creation of
policies and procedures that will direct efforts toward the desired
objectives.
Evaluation and control
− Development of methods for monitoring and evaluating sales force
performance.
• External environment
o Conditions outside of the company boundaries that affect the company.
o Economic environment
(1) The amount of growth, the unemployment rate, and the level of
inflation, (2) the existing distribution structure in an industry, and (3) the
amount of competition in the industry.
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