1、Chapter Sixteen,Personal Selling and Sales Promotion,Personal Selling and Sales Promotion,The Nature of Personal Selling The Role of the Sales Force Managing the Sales Force The Personal Selling Process Sales Promotion,Topic Outline,Personal Selling,Personal selling is the interpersonal part of the...
Personal selling and sales management a relationship marketing perspective 热度: Personal Selling & Direct Marketing 热度: 项目管理chap02 热度: Relationship Marketing: Where Personal Selling Fits Relationship Marketing: Where Personal Selling Fits
buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the part-nering role for salespeople. For salespeople in...
Meanwhile, the sales manager's job is evolving more toward that of channel manager—overseeing a hybrid sales force serving customers in diverse electronic and field channels. A flexible, continuous learning and adapting environment is required for personal selling and sales management success in the...
Changes in the traditional personal selling and sales management activities are needed to support the emergence of the part-nering role for salespeople. For salespeople in the part-nering role, the personal selling shifts from a focus on influencing buyer behavior to managing the...
Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides in...
《个人销售与销售管理杂志》(Journal Of Personal Selling & Sales Management)是一本以BUSINESS综合研究为特色的国际期刊。该刊由Taylor & Francis出版商该刊已被国际重要权威数据库SCIE收录。期刊聚焦BUSINESS领域的重点研究和前沿进展,及时刊载和报道该领域的研究成果,致力于成为该领域同行进行快速学术交流的信息窗口与...
Journal Of Personal Selling & Sales Management期刊中文名:个人销售与销售管理杂志ISSN:0885-3134E-ISSN:1557-7813该杂志国际简称:J PERS SELL SALES M,是由出版商Taylor & Francis出版的一本致力于发布--研究新成果的的专业学术期刊。主要发表刊登有创见的学术论文文章、行业最新科研成果,扼要报道阶段性研究成果和...
Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27(2), 241-254 The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller ...
consists of four major tools: advertising, personal selling, sales promotion, and public relations. Each tool has its own unique characteristics and costs. Crisis management is also a critical function and managers must be adept at handling issues as they arise, or better yet, anticipate them be...