科特勒市場(chǎng)營(yíng)銷(xiāo)學(xué)1

1、Copyright 2003 Prentice-Hall, Inc.21-1Copyright 2003 Prentice-Hall, Inc.21-2Kotler on MarketingCopyright 2003 Prentice-Hall, Inc.21-3Chapter ObjectivesCopyright 2003 Prentice-Hall, Inc.21-4Sales RepresentativeCopyright 2003 Prentice-Hall, Inc.21-5Designing the Sales ForceCopyright 2003 Prentice-Hall

2、, Inc.21-6Designing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-7Table 21.1: Sales-Force StructuresSee text for complete tableCopyright 2003 Prentice-Hall, Inc.21-8Designing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-9Copyright 2003 Prentice-Hall, Inc.21-10Designing the Sales ForceC

3、opyright 2003 Prentice-Hall, Inc.21-11Managing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-12Managing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-13Managing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-14Copyright 2003 Prentice-Hall, Inc.21-15Managing the Sales ForceCopyright

4、2003 Prentice-Hall, Inc.21-16Copyright 2003 Prentice-Hall, Inc.21-17Managing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-18Managing the Sales ForceCopyright 2003 Prentice-Hall, Inc.21-19Table 21.2: Form for Evaluating Sales Representatives PerformanceSee text for complete tableCopyright 2003

5、 Prentice-Hall, Inc.21-20Figure 21.3: Managing the Sales Force: Improving EffectivenessPrinciples of Personal SellingCopyright 2003 Prentice-Hall, Inc.21-21Principles of Personal SellingCopyright 2003 Prentice-Hall, Inc.21-22Figure 21.4: Major Steps in Effective SellingCopyright 2003 Prentice-Hall,

6、Inc.21-23Principles of Personal SellingCopyright 2003 Prentice-Hall, Inc.21-24Copyright 2003 Prentice-Hall, Inc.21-25Principles of Personal SellingCopyright 2003 Prentice-Hall, Inc.21-26Figure 21.5: The Zone AgreementCopyright 2003 Prentice-Hall, Inc.21-27Principles of Personal SellingCopyright 2003 Prentice-Hall, Inc.21-28Table 21.3: Classic Bargaining TacticsSee text for complete tableCopyright 2003 Prentice-Hall, Inc.21-29P