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Solutions for Sales Force Management, 13th Edition Johnston (All Chapters included)
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Complete Solutions Manual for Sales Force Management, 13th Edition by Mark W. Johnston, Greg W. Marshall ; ISBN13: 9780367682088. (Full Chapters included Chapter 1 to 13).... 1. Introduction to Sales Management in the Twenty-First Century 2. The Process of Selling and Buying 3. Linking Strategie...

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  • January 28, 2024
  • 318
  • 2021/2022
  • Exam (elaborations)
  • Questions & answers

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Sales Force Management
13th Edition by Mark W. Johnston



Complete Chapter Solutions Manual
are included (Ch 1 to 13)




** Immediate Download
** Swift Response
** All Chapters included
** Cases solutions included
** Teaching Notes

,Chapter 1

Introduction to Sales Management in the Twenty-First Century

Learning Objectives for Chapter 1

• Identify and discuss key trends affecting sales organizations and sales managers

today.

• Present a general overview of the sales management process.

• Identify and illustrate the key external and internal environmental factors that

influence the development of marketing strategies and sales programs.

Definition of Key Terms in Chapter 1

• Transactional selling

o 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.

• Relationship selling

o Act of working with customers to solve their problems, improve efficiencies,

and, in general, add value to their customers’ businesses.

• Leading versus managing

o (1) Communicating with salespeople rather than controlling them, (2)

becoming a cheerleader and coach instead of a supervisor or boss, and (3)

empowering salespeople to make decisions rather than directing them.

, • Sales management

o All activities, processes, and decisions involved in managing the sales function

in an organization.

• Sales management process

o Consists of three interrelated sets of decisions or processes.

 Formulation

− Creation of a sales management process that takes environmental and

other factors into consideration.

 Implementation

− Involves the selection of appropriate sales personnel and the creation of

policies and procedures that will direct efforts toward the desired

objectives.

 Evaluation and control

− Development of methods for monitoring and evaluating sales force

performance.

• External environment

o Conditions outside of the company boundaries that affect the company.

o Economic environment

 (1) The amount of growth, the unemployment rate, and the level of

inflation, (2) the existing distribution structure in an industry, and (3) the

amount of competition in the industry.

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