Internal Partners: Personal Selling And Managing The Salesforce

Topics:
Sales Force Design
Tags:
New York University,
Sales,
Sales Force,
Sales Force Management,
Salesforce.com Inc.
Source:
New York University

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Overview: Personal selling forms one of the components of the promotional mix of an organization. It occurs when the seller and the prospective buyer interact face-to-face and, in the process, realize the sale. The personal selling process starts with prospecting and locating new buyers. It culminates with the close of sale and the follow-up activity. Personal selling in the organization is carried out by the salesforce. For effective sales to take place, it is imperative to carefully cultivate and nurture an efficient salesforce. The paper examines the personal selling process and discusses salesforce management.

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Format: HTML | Size: 56KB | Date: Apr 2002 | Pages: 22

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