Sales Force Management Chapter 1 – Flashcards
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Transactional Selling
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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.
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Relationship Selling
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An approach to selling that focuses on building relationships with suppliers.
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Leading versus managing
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An effective method of managing a sales force that involves: (1) communicating with salespeople, (2) becoming a cheerleader and coach, and (3) empowering salespeople to make decisions.
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Sales Management
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All activities,processes, and decisions involved in managing the sales function in an organization.
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Sales Management Process
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A process of effective management of a company's sales force, involves three interrelated sets of decisions or processes.
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external environment
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Factors beyond the control of the manager
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ethics
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complying with laws and regulations
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Demarketing
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Administering rationing programs during a shortage while being sensitive to the customers problems to be sure that you do not lose them when the shortage is over.
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Internal
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Factors within the control of the manager.
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Corporate Culture
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A well-defined mission together with a successful corporate history and top managements values and beliefs.
