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Deployment of Sales Efforts
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accounts activities allocation analysis appropriate areas assigned attainment behavior buyer buyer’s cern changes Chapter communications company’s competence consumer costs customer’s decision determine effects established evaluation example expected expected monetary value expected value experience factors feedback firm firm’s forecasts goals gross margin important individual industrial inputs intelligence interaction involved knowledge learning ln addition man’s managerial marginal market segments marketing mix marketing research measure ment motivation needs nonpersonal number of calls observed obsolescence operations particular percent performance personal selling personnel Philip Kotler potential problems profit prospective purchase quota re-buy relationships relevant reports response functions result retail role route sales calls sales effort sales force Sales Force Management sales job sales manager sales-force salesman segments situation skills specific suggest sumer supervisor supplier technical territory tion training program types understanding unit users various