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Managing personal communication
1.
MARKETING MANAGEMENT Managing
Personal Communications
2.
Direct Marketing Use
of consumer-direct channels to reach and deliver goods and services to customers without using market middlemen.
3.
4.
5.
6.
7.
8.
9.
10.
Designing a Sales
Force Sales force objectives Sales force strategy Sales force structure Sales force size Compensation
11.
12.
Managing the Sales
Force Recruiting, selecting Training Supervising Motivating Evaluating
13.
14.
15.
16.
Steps in Effective
Selling Prospecting/ Qualifying Preapproach Approach Presentation Overcoming objections Closing Follow-up
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