1. Marketing Management MBA CP 205

2. Managing Personal Communications

4. Managing Personal Communications Sales force objectives Sales force strategy Sales force structure Sales force size Compensation Designing a sales force

6. Designing the Sales Force Sales force objectives Sales force compensation Sales force structure Sales force strategy Sales force size Managing Personal Communications

8. Managing Personal Communications Recruiting and selecting Training Supervising Motivating Evaluating Managing the sales force

10. Components of Sales Force compensation Variable amount Expense allowances Fixed amount Benefits Managing Personal Communications

12. Managing Personal Communications Prospecting/Qualifying Preapproach Approach Presentation Overcoming objections Closing Follow-up Steps in effective selling

13. Managing Personal Communications

14. Managing Personal Communications

15. Managing Personal Communications