1. Figure 13-1 Major Steps in Sales Force Management
Copyright 2007, Prentice-Hall, Inc.

2. Let’s Talk!
Insides sales forces use the phone or Internet to service and contact customers. For what types of products or services do you think that an inside sales force might be more effective than an outside sales force? Explain.
Copyright 2007, Prentice-Hall, Inc.

3. Figure 13-2 How Salespeople Spend Their Time
Copyright 2007, Prentice-Hall, Inc.

4. Sales Force Incentives
Marketing in Action
Sales Force Incentives
Many firms offer their sales forces cash, trips, and other incentives to motivate performance.
Salesdriver.com helps companies select and manage sales incentives.
Copyright 2007, Prentice-Hall, Inc.

5. Figure 13-3 Major Steps in the Selling Process
Copyright 2007, Prentice-Hall, Inc.

6. Marketing in Action
Technology in Selling
Today’s presentation technologies allow for full multimedia presentations to take the place of flip charts. Presentations can be launched from DVD, CD, the laptop hard drive, or a Web site, when using wireless connections.
Copyright 2007, Prentice-Hall, Inc.

7. Let’s Talk!
How do the actions of the sales force and its use of technology contribute to building / maintaining customer relationships? Explain.
Copyright 2007, Prentice-Hall, Inc.

8. Figure 13-4 Forms of Direct Marketing
Copyright 2007, Prentice-Hall, Inc.

9. In-Bound Telemarketing
Marketing in Action
In-Bound Telemarketing
Marketers commonly use inbound toll-free numbers to handle orders from television and print ads, direct mail, or catalogues.
Copyright 2007, Prentice-Hall, Inc.

10. Direct Response TV Marketing in Action
HSN – The Home Shopping Network – is a direct response marketer’s dream.
Products shown on the channel can be ordered via a number or over the Internet from the HSN Web site.
Copyright 2007, Prentice-Hall, Inc.

11. Kiosk Marketing
Information and ordering machines generally found in stores, airports, and other locations.
Copyright 2007, Prentice-Hall, Inc.

12. Let’s Talk!
Suppose that you were responsible for the fundraising activities of a charitable organization.
What type of direct marketing efforts would you use? Why did you select those forms?
Copyright 2007, Prentice-Hall, Inc.

13. Figure 13-5 An Integrated Direct Marketing Campaign
Copyright 2007, Prentice-Hall, Inc.