kotler19_basic_marketingmanagement課件-閱讀頁
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【正文】 ining Sales Force Size ? Customers are grouped into size classes ? Desirable call frequencies are established ? Number of accounts in each size class multiplied by call frequency ? Average number of calls possible per year established ? Number of reps equal to total annual calls required divided by number possible 1922 Components of Sales Force Compensation ? Fixed amount ? Variable amount ? Expense allowances ? Benefits 1923 What Motivates Sales Reps? Most Rewarding ? Pay ? Promotion ? Personal growth ? Sense of acplishment Least Rewarding ? Liking ? Respect ? Security ? Recognition 1924 Figure Steps in Effective Selling Prospecting/ Qualifying Preapproach Approach Presentation Overing objections Closing Followup
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