11. Major steps force strategy and
structure
Designing sales force strategy and structure
Recruiting and selecting salespeople
Training sales people
Compensating salespeople
Supervising salespeople
Evaluating salespeople
12. Sales force structure
Territorial sales force structure
Product sales force structure
Customer sales force structure
Complex sales force structure
24. Advertising strategy
1.Creating the advertising message
Message strategy
Message execution
2.Selecting advertising media
Deciding on reach ,Frequency, and Impact
Choosing among major media types
Selecting specific media vehicles
decide on media timing