Marketing Management 2nd Edition

Slides:

Advertisements

Similar presentations

ACCOUNT RELATIONSHIP MANAGEMENT

Advertisements

UNIT F MANAGEMENT OF DISTRIBUTION, PROMOTION, AND SELLING

Personal Selling and Sales Management

Personal Selling and Sales Management

Principles of Marketing Lecture-36. Summary of Lecture-35.

© 2007 The McGraw-Hill Companies, Inc., All Rights Reserved. McGraw-Hill/Irwin Marketing Management, 8e Chapter Four Business, Government, and Institutional.

Chapter 14: PERSONAL SELLING and SALES MANAGEMENT 14.1.

Consumer and Business Buyer Behaviour Chapter 6. Discussion Questions Think about a specific major purchase you’ve made recently. What buying process.

OHT 17.1 © Pearson Education Limited 2003 Brassington and Pettitt: Principles of Marketing, 3rd Edition Personal selling and sales management.

Essentials of Health Care Marketing 2 nd Ed. Eric Berkowitz Chapter 4 Buyer Behavior.

Culture: What is it? n Value system n Norms, beliefs, behaviors n Common way of thinking n Society’s communicable knowledge n Society’s characteristics.

Chapter #2.  ExternalThreats Opportunities  InternalStrengths and Weaknesses.

Consumer Behavior in the International Context

© 2000 South-Western College Publishing Slide #1 Marketing Management 2nd Edition Chapter 12: Designing Effective Promotion and Advertising Strategies.

Chapter 3 Learning Objectives

Ch. 19: Organizational Decision Making OEMs (Original Equipment Manufacturers). End Users Resellers Government Institutions.

What’s Happening? Mid-term Exam Marketing groups for term project.

© 2007 The McGraw-Hill Companies, Inc., All Rights Reserved. McGraw-Hill/Irwin Marketing Management, 8e Chapter Four Business, Government, and Institutional.

© 2000 South-Western College Publishing Slide #1 Marketing Management 2nd Edition Chapter 3: Understanding the Environment and the Competition Michael.

MGT301 Principles of Marketing Lecture-36. Summary of Lecture-35.

McGraw-Hill/Irwin Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. 2-1 Drivers of Change in Selling and Sales Management Building.

1 Copyright ©2006 by South-Western, a division of Thomson Learning. All rights reserved Chapter 5 Prepared by Deborah Baker Texas Christian University.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations.

1 Chapter 6 Business Markets and Business Buyer Behavior.

Global Edition Chapter Six Business Markets and Business Buying Behavior Copyright ©2014 by Pearson Education.

Lecturer – Md Shahedur Rahman Chapter – 3 (Three) Part 2 Buyer Behaviors.

MARKETING MANAGEMENT 12 th edition 7 Analyzing Business Markets KotlerKeller.

Marketing Management Business Markets and Business Buyer Behavior Paul Dishman, Ph.D. Department of Business Management Marriott School of Management Brigham.

Section 23.1 The Role of the Buyer Chapter 23 purchasing Section 23.2 The Purchasing Process.

Marketing project chapters

Persona Ecosystem Step 1 – Identify The Market

Principles Of Marketing

The Organisation as Consumers Part 5 in Text book

Marketing Management 2nd Edition

BUSINESS MARKETS & BUSINESS BUYER BEHAVIOR

The Organisation as Consumers Part 5 in Text book

Business Marketing 6 Prepared by Deborah Baker

Understanding Organizational Buying Behaviour

Analyzing Business Markets

Business Markets and Business Buying Behavior

Connecting with Customers: The Art and Science of Marketing

Marketing Management 2nd Edition

Business Markets and Business Buying Behavior

Business Markets and Business Buying Behavior

Customer Behaviour.

Marketing Management 2nd Edition

Business Markets & Organizational Buying

Global Marketing Management

Organizational Buying Behavior

Great Quick Looks at 4 of Hofsted’s 5 factors

Marketing Management 2nd Edition

Will our organization’s culture work in a different country?

Business Markets and Business Buying Behavior

Business, Government, and Institutional Buying

Chapter 7 Analyzing Business Markets & Business Buying Behavior

© Prentice Hall, 2007Excellence in Business, 3eChapter Connecting with Customers: The Art and Science of Marketing.

Analyzing Business Markets

Chapter 7 Analyzing Business Markets and Buyer Behavior

4 Business to Business Buyer Behavior Chapter Overview

Global Marketing Management

7 Analyzing Business Markets

Analyzing Business Markets

Personal Selling and Sales Management

Chapter 7 Analyzing Business Markets & Business Buying Behavior

Principles of Marketing

Principles of Marketing

Analyzing Business Markets and Business Buying Behavior

Business Markets and Business Buying Behavior

Organizational Buying

Presentation transcript:

Marketing Management 2nd Edition Michael R. Czinkota and Masaaki Kotabe Chapter 14: Selling and Sales Management

Chapter Outline Territory Organization Sales Personnel Planning Prospects & Forecasts Industrial Sales Inter-Organizational Factors Cultural Generalization People Management

Territory Organization By Geography By Industry By Product

Sales Personnel Plan Resources needed to exploit potential Resources needed to meet target Negotiated levels Business as usual

Prospects & Forecasts PROSPECTS: “A” prospects “B” prospects Losers Bankers Probables Possibles

Industrial Sales Decision Makers & Influencers The economic buyer The user buyer The technical buyer The coach

Industrial Sales Industrial Buying Situations Straight rebuy Modified rebuy New task buying

Inter-Organizational Factors Relationship marketing: between suppliers and customers. Account planning: planning for a single customer.

Cultural Generalization Power distance Individualism vs. collectivism Masculinity vs. femininity Uncertainty avoidance Long-term orientation

People Management Recruitment Motivation & compensation Leadership Control Ethical perceptions