Marketing Management 2nd Edition

1
Marketing Management2nd Edition
Michael R. Czinkota and Masaaki Kotabe

• Chapter 14
• Selling and Sales Management

2
Territory Organization
By Geography
By Industry
By Product
3
Sales Personnel Plan

• Resources needed to exploit potential
• Resources needed to meet target
• Negotiated levels
• Business as usual

4
Prospects Forecasts

• PROSPECTS
• A prospects
• B prospects
• Losers

• FORECASTS
• Bankers
• Probables
• Possibles

5
Industrial SalesDecision Makers Influencers

• The economic buyer
• The user buyer
• The technical buyer
• The coach

6
Industrial SalesIndustrial Buying Situations

• Straight rebuy
• Modified rebuy
• New task buying

7
Inter-Organizational Factors
Relationship marketing between suppliers and
customers.
Account planning planning for a single customer.
8
Cultural Generalization
Power distance
Individualism vs. collectivism
Masculinity vs. femininity
Uncertainty avoidance
Long-term orientation
9
People Management

• Recruitment
• Motivation compensation
• Leadership
• Control
• Ethical perceptions