I. Selling Contact Lenses for Chickens
A. Chicken behavior
B. Solving the pecking order problem Olson’s task
II. Marketing Challenges Addressed in Chapter 15
III. The Strategic Role of Personal Selling
A. Determining the role of personal selling in the promotion mix
B. Marketing objectives for the salesforce
IV. Planning the Sales Program to Meet Customer and Seller Needs
A. Salesforce organization
B. The sales cycle: planning the sales program in an early-stage company
C. Organizing the sales effort in global markets
D. Account management policies
E. Territory design and deployment
F. Setting quotas
G. Customer service: An increasingly important personal selling function
V. Using Technology to Enhance Sales and Customer Service Performance
VI. Recruiting, Training, and Compensating Salespeople: The Keys to Salesforce Performance
A. Recruitment and selection
B. Training
C. Compensation and rewards
VII. Evaluating and Controlling Salesforce Performance to Ensure Deliver of Budgeted Results
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2001 A McGraw-Hill Online Learning Centre