CH. 1 Business Marketing Communications: Advertising and Sales Promotion.

Chapter 2. Business Marketing Communications: Managing the Personal Selling Function.

Initial Postings: Read above both chapter and reflect and then post what you thought was the most important concept(s), method(s), term(s), and/or any other thing that you felt was worthy of your understanding in each assigned textbook chapter. Your initial post should be based upon the assigned reading for the week, so the textbook should be a source listed in your reference section and cited within the body of the text. Other sources are not required but feel free to use them if they aid in your discussion.

Also, provide a graduate-level response to each of the following questions:

  1. Given the rapid rise in the cost of making personal sales calls, should the business marketer attempt to substitute direct-mail advertising or online advertising for personal selling whenever possible? Support your position.
  2. To make effective and efficient sales force allocation decisions, the sales manager must analyze sales territories. Describe how the sales manager can profit by examining: (a) the potential, (b) the concentration, and (c) the dispersion of territories.