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Six major steps in sales force management
-Design sales force structure & strategy
-Recruit salespeople
-Train salespeople
-Compensate salespeople
-Supervise salespeople
-Evaluate salespeople
Selling Process
-Prospecting & Qualifying
-Pre-approach
-Approach
-Presentation & Demonstration
-Objection Handling
-Closing
-Follow-up
Sales Promotions
(always integrated with IMC)
-Advertising
-PR
-Personal selling
-Direct marketing
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