Documents DIRECT SALES 11 results

CAS
What They Did'nt Teach Us in Sales Class
The Golden Rule of Personal Selling as Told by a Salesperson
Reynolds & Reynolds
Fancy Frozen Foods
Sports Shirt Inc.
Economy Ceiling Fans, Inc.
Mc Donald's Ford Dealership
Skaggs Manufacturing
Alabama Office Supply
Clair Cosmetics
McBath Women's Apparel
Electric Generator Corporation
Frank's Drilling Service
Canadian Equipment Corporation
Montreal Satellites
Ms. Hansen's Mental Steps in Buying Your Product
Machinery Lubricants, Inc.
Cascade Soap Company
A Retail Sales Presentation
Negociating with a Friend
The Thompson Company
The Copy Corporation
Electronic Office Security Corporation
Dyno Electric Cart Company
Major Oil, Inc.
Ace Building Supplies
Electric Generator Corporation (B)
Skagg Omega
Central Hardware Supply
Furmanite Service Company - A Multiple-Close Sequence
California Adhesives Corporation
Sport Shoe Corporation
Your Selling Day : A Time and Territory Game
Sally Malone's District - Development of an Account Segmentation Plan
The Wilson Company : Is a Sales Manager's Job Really for Me ?
Baxter Surgical Supplies Incorporated
The Dunn Corporation

Sommaire
Préface

I. Marketing direct et stratégie
1. Le marketing direct
2. Stratégie et marketing direct

II. Mise en œuvre du marketing direct
1. La mise en œuvre d'une politique de marketing direct
2. Fichiers et base de données
3. Segmentation et sélection

III. La communication
1. La transaction
2. La création
3. Les tests

IV. Médias et prestataires
1. Médias écrits et médias-planning
2. Les médias audiovisuels et interactifs
3. Les relations avec les prestataires

Conclusion
Glossaire
Index thématique
Bibliographie.