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Managing Personal Communications - Coggle Diagram
Managing Personal Communications
Direct Marketing
Direct Mail
Catalog Marketing
Telemarketing
Customer DB & DB Marketing
Customer Mailing List
Business Database
Data Warehouse
Data Mining
Designing SalesForce
Positions
Deliverer
Order Taker
Missionary
Technician
Demand Creator
Solution Vendor
Objective & Strategy
Prospecting
Targeting
Communicating
Selling
Servicing
Information gathering
Allocating
Sales Force Structure
Sales Force Size
Sales Force Compensation
Managing Sales Force
Training & Supervising Sales Reps
Recruiting
Sales Rep Productivity
Norms for Prospect calls
Using Sales time efficiently
Sales Technology
Motivating Sales Reps
Intrinsic vs. Extrinsic rewards
Sales Quotas
Evaluating Sales Reps
Source of Information
Formal Evaluation
Principles of Personal Selling
Prospecting & Qualifying
Preapproach
Presentation & Demonstration
Overcoming Objections
Closing
Follow-Up & Maintenance