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

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

3. Territory Organization
By Geography
By Industry
By Product

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

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

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

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

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

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

10. People Management Recruitment Motivation & compensation Leadership
Control
Ethical perceptions