Professional Documents
Culture Documents
Order taker
Missionary
2003 Prentice Hall, Inc.
Solution vendor
Strategy
Account manager
Key accounts
Compensation plans
Straight salary Straight commission Combination
Supervising
Motivating Evaluating
Training
Training time needed and training method used vary with task complexity
2003 Prentice Hall, Inc.
include configurator software, time-and-duty analysis, greater emphasis on phone and Internet usage, greater reliance on inside sales force
or call reports, personal observation, customer letters and complaints, customer surveys, other representatives
Formal evaluation
Performance
Customer-oriented approach
Stresses customer problem solving
Relationship marketing
2003 Prentice Hall, Inc.
Relationship marketing
Relationship marketing