MarketingManagement.pdf

Managing the Sales Force 305 Supervising Sales Representatives New sales representatives need more than a territory, a compensat ...

306 CHAPTER16 MANAGING THESALESFORCE (2) travel (which can be more than 50 percent of total time); (3) food and breaks (some por ...

Managing the Sales Force 307 away from home, frequently lack the authority to do what is necessary to win an account, and someti ...

308 CHAPTER16 MANAGING THESALESFORCE Whether a sales contest is focused on selling a specific product or products dur- ing a lim ...

Principles of Personal Selling 309 check that salespeople know and observe the law. For example, under U.S. law, sales- people’s ...

310 CHAPTER16 MANAGING THESALESFORCE suppliers, dealers, and bankers; contacting trade associations; engaging in speaking and wr ...

Principles of Personal Selling 311 ➤ Closing.Now the salesperson attempts to close the sale using one of several closing techniq ...

312 CHAPTER16 MANAGING THESALESFORCE In line with this strategy, Fisher and Ury offer this advice about negotiation tac- tics: I ...

Notes 313 Choosing the sales force structure entails dividing territories by geography, prod- uct, or market (or some combinatio ...

314 CHAPTER16 MANAGING THESALESFORCE Luis R. Gomez-Mejia, David B. Balkin, and Robert L. Cardy, Managing Human Resources (Upper ...

Notes 315 For an excellent summary of the skills needed by sales representatives and sales managers, see Rolph Anderson and Ber ...

SECTION SIX ...

Designing Global Market Offerings Your company does not belong in markets where it can’t be the best. We will examine the follow ...

T he world is rapidly shrinking with the advent of faster communication, transportation, and financial flows. Products developed ...

which has 105 global staff members, has emerged as the first truly global sports league. NBA games are televised everywhere, glo ...

■ The company might underestimate foreign regulations and incur unexpected costs. ■ The company might realize that it lacks mana ...

Because of the competing advantages and risks, companies often do not act un- til some event thrusts them into the international ...

The company must also decide on the types of countries to consider. Attractive- ness is influenced by the product, geography, in ...

REGIONAL FREE TRADE ZONES Certain countries have formed free trade zones or economic communities—groups of nations organized to ...

European companies will grow bigger and more competitive. Witness the competition in the aircraft industry between Europe’s Airb ...