Chapter 12
[Pages:43]Chapter 12
selling overview
Section 12.1 The Sales Function
Section 12.2 Sales Careers
Section 12.1
The Sales Function
REFLECT When have you had to convince someone to do something?
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
? Explain the purpose and goal of the selling function. ? Discuss how selling is related to the marketing concept. ? Describe Customer Relationship Management. ? Analyze sales trends and techniques. ? Summarize sales management responsibilities. ? Explain legal and ethical sales issues.
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
The marketing concept comes alive in the sales function with the help of emerging trends and technology. Customer Relationship Management (CRM) and sales management efforts help to achieve the purpose and goal of selling.
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
? customer relationship management (CRM) ? call report ? sales quota
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
Details on Selling and the Marketing Concept and Sales
Management
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
Details on Selling and the Marketing Concept and Sales
Management
Copyright ? by McGraw-Hill Education. All rights reserved.
Section 12.1
The Sales Function
The Marketing Concept
Copyright ? by McGraw-Hill Education. All rights reserved.
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