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UNIT 16: Personal Selling Sales Promotion (xúc tiến bán hàng cá nhân),…

- - - - The best salespeople possess four key talents:
        
        Intrinsic(nội tại) motivation
        
        Disciplined(kỷ luật) work style
        
        The ability to close a sale(chốt giao dịch)
        
        The ability to build relationships with customers.
      - Companies find new salespeople through: current salespeople, other companies, employment agencies, ads, searching the Web, and college.
    - - Knowledge about products and services
        
        Knowledge about customers
        
        about the competitive, about the market
        
        Sales skills
        
        processes
        => can train in offline, online,
    - - four basic types:
        
        Straight salary
        
        Straight commission
        
        Salary + bonus
        
        Salary + commission.
    - - Supervision guides sales activities.
      - Motivation to sales efforts.
      - Quotas(hạn ngạch) set targets.
    - - Evaluating performance and provides salespeople with feedback and motivates
      - measures return on sales investment
        (lợi nhuận đầu tư bán hàng)
- - - - Trade show (triển lãm thương mại)
      - Sales contests (cuộc thi bán hàng)