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19-1 Chapter Questions What direct channels can companies use? How should companies do direct marketing? When is a sales force useful? How do companies.

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Presentation on theme: "19-1 Chapter Questions What direct channels can companies use? How should companies do direct marketing? When is a sales force useful? How do companies."— Presentation transcript:

1 19-1 Chapter Questions What direct channels can companies use? How should companies do direct marketing? When is a sales force useful? How do companies manage a sales forces? How can salespeople improve selling, negotiating, and relationship marketing skills?

2 19-2 Direct Marketing Channels used to reach and deliver goods and services to customers without using market middlemen.

3 19-3 Direct Marketing Channels Catalogues Direct mail Telemarketing Web sites Email marketing Mobile devices Interactive TV

4 19-4 Constructing a Direct-Mail Campaign Establish objectives Select target prospects Develop offer elements Test elements Execute Measure success

5 19-5 Sales Tasks Prospecting Targeting Communicating Selling Servicing Information gathering Allocating

6 19-6 Designing a Sales Force Sales force objectives Sales force strategy Sales force structure Sales force size Compensation

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