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

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:
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.
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.