Marketing Management, 16th Edition

S

• Sale management, 307–8

• Sales decline

  • divesting, 389

  • harvesting, 389

  • weak products, 389

• Sales force

  • compensation, 311–12

  • evaluating, 314

  • incentives, 257

  • motivating, 313–14

  • objectives, 308–9

  • productivity management, 313

  • recruiting, 312

  • size, 311

  • strategy, 309–11

  • structure, 311

  • training and supervising, 312–13

• Sales promotions and pricing, 238–58

• Sales representatives, traveling export, 449

• Sample size, 108

• Sampling plan, 108

• Sampling procedure, 108

• Sampling unit, 108

• Satisfaction

  • defined, 422

  • monitoring, 430–32

• Savvy services marketers, 189

• Scale value, 123

• Search benefits, 184

• Search engine marketing (SEM), 290

• Search engine optimization (SEO), 91, 290

• Secondary data, 103

• Second-tier contractors, 87

• Selective attention, 62

• Selective ...