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��ѡɳТͧ��â�� 2 : ��ѡɳТͧ��â����â�� (Selling) �� õͺʹͧ��ͧ��âͧ�١�� ҵ�ͧ��龺��١��ҵ�ͧ�� ö�ͺʹͧ��ͧ��âͧ�� 駹��Թ��к�ԡ�÷��躹
��ͧ��Ҵ��ҡ��ª�Դ ᵡ��ҧ�ѹ仵��ѡɳ� �س��ª�� س��ѵ� ��ѡɳТͧ��ҹ �ѧ�� â��Թ��Ҩ֧�繧ҹ��ᵡ��ҧ�ѹ��ѡɳТͧ�Թ��к�ԡ�� ʹ��º�¢ͧ�Ԩ��ù�� ˵ع�龹ѡ�ҹ��ͧ��ö੾�е��٧�ҡ�֧�л��ʺ�� ֧��˵�˹�觷��ͧ�֡�� â��ջ��㴺�ҧ ��ѡɳТͧ��â�¹��ҧ�� ͨ��Ѻ�١��ҧ�١��ͧ����ͧ�ҹ��
�ҹ��㨢ͧ��ô��Թ�Ԩ��ô�ҹ��áԨ ��Сͺ�Ҫվ�繾�ѡ�ҹ��¨е�ͧ��ѡ��ʵ��Ż��Թ�Ԩ��ҹ��â��ʺ�� ¡�è٧��١��ʹ��еѴ�Թ㨫��Թ�� ͧ�ҡ�Թ��к�ԡ�÷��ѧ��Ѩ�غѹ��ҡ��»�� ҹ��Թ��к�ԡ�è֧��ա��ᵡ��ҧ�ѹ仵��Դ��л��ͧ�Թ�� Ѻ��žԹԨ�ͧ��ѡ�ҹ��Ф��ä��ҧ�Ƿҧ��Ըա��ʹ͢��ʺ��

��觻��ͧ�ҹ��¢��Ѻ�ѵ�ػ��ʧ��ͧ��Ҩ��ִ��ࡳ�� ·��仨��觧ҹ��͡�� 2 ��˭� � ��

1.�ҹ��·��觵��к��èѴ��˹�� ö�¡�͡�� 2 �� 

1. �к��â�µç (Direct Sales) ��ͧҹ��Ѵ��˹��Թ��к�ԡ�èҡ��Ե��µç ��ͤ�Ҥ��ҧ��͵��᷹��˹�� Ըա�â�µç��㹻Ѩ�غѹ�� մѧ�� @ ��â��Թ��ҵ��ҹ (Door to Door Selling)�� ÷�边ѡ�ҹ��Թ��Ҩ�仢��Թ��Ѻ��֧��ҹ ��ǹ�˭��Թ��һ��ͧ�� ѡ�͡ ��վѹ ��ͧ��俿�� ͧ��ҧ �ҹ��»��龹ѡ�ҹ��¨е�ͧ��ѹ��մ��@ ��â��¡�õԴ��ͷҧ��ɳ�� (Mail Selling) �¼��¨��Ҿ��ҧ�Թ��١��觫��ͷҧ��ɳ�� ŧ�ɳ��Թ��ҷҧ�Ե�� ˹ѧ��;��Ẻ��觫�� ١��觫�� Ѻ��ҧ��Ȩй��觨��ѧ�١��ҷ��ҹ ��Ըա�â�·��¤��¹�� բͺࢵ��â��ҧ��ҧ@ ��â��Ѿ�� (Telephone Selling) ��˹�ҷҧ��ҹ��õԴ��÷��龹ѡ�ҹ��ǹ�ҡ��õԴ��ͷҧ��Ѿ��Ѻ�١�� µԴ��ʹ͢�� Թ��Ңͧ�� 觼��ʹ㨡��ö��觫�� @ ��â�·��觼�Ե (Manufacturer Selling) �ѡ��Թ��ҷ��Ե��˹��ͧ �� ҹ�Ѵ�ͧ�� ҹ��¢��ҹ �繵�

2.�к��ҹ��᷹��ҧ (Middleman Selling) �� â�·��Ե��Թ��µç ��յ��᷹��˹�� ͼ��һ�ա ��繤��Ѻ�Թ��Ҩҡ��Ե�Ҩ�˹��ա��˹��

@ ��ͤ�Ҥ��ҧ (Merchant Middleman)�繾�ͤ�ҷ��ա��Է��㹵��Թ�� ö��ҤҢ�� м��һ�ա �� ѷ��Ե��ٻ�Т��Թ��ѧ��ҹ��ҹ��»�ա (��ҧ��þ�Թ��) ��ͨ�˹��ЪҪ��繼��ش��µ��

@ ��᷹��ҧ (Agent Middleman) �繵��᷹�ͧ��Ե ��ա��Է��㹵��Թ�� ˹�ҷ��Ѵ��Թ�� ˹�� ͵��᷹��˹�� ҧ�� ѷ��Ե��ͧ��١��ѧ ��Թ��Ѻ��᷹��˹��ࢵ �ҡ��鹼��觨��Ѻ��Թ��Ҩҡ��᷹��˹��ࢵ��仢��Ѻ��ҹ��һ�ա ��͹��Т��ش��

2.�ҹ��·��觵��ѡɳЧҹ �觧ҹ��»��͡�� 2 �� 

1.�ҹ��·��龹ѡ�ҹ�� (Personal Selling) �� ҹ��·��龹ѡ�ҹ��ʹ͢��Թ��к�ԡ��Ѻ�ҡ��µç �ҹ��»��Ѵ�繧ҹ��·��Ӥѭ��ش ��ѧ�繧ҹ��ͧ��Ǣ�ͧ�Ѻ�Ԩ�� Ǣ�ͧ�Ѻ��â�¢ͧ�Ԩ��ù�� ҹ��·��龹ѡ�ҹ��¹��͡�� 3 �ѡɳ� ��@�ҹ��»�ա (Retail Selling) �� â��Թ��ҡ��ª�Դ��Ҿ�� ѹ �繡�â��㹻��ҳ��Ѻ�١��ҷ��ª��͡�ô��Թ��Ե��Ш��ѹ ��觶��繼��ش�� ҹ��¢ͧ�� ҧ��þ�Թ�� @�ҹ�� (Wholesales Selling)�� â��Թ��Ѻ��ǡ�ҧ ��ҧ � �� ǡ�ҧ��ҹ��һ�ա ��͹��Թ��ҹ��仢�µ��Ѻ��¡Ԩ��ô�ҹ��â��觹��ѵ�ػ��ʧ��ǧ�ҡ��èҡ��â��Թ��ǡ�ҧ �Թ��ҷ��Ң��觹��ҡ��ª�Դ��ǹ�˭��Թ��ҷ��դ��繵�͡�ô��Թ��Ե��Ш��ѹ�� ͧ�� ͧ�� ػ�ó��¹ ��ͧ��ӹѡ�ҹ ��Թ��ҿ��·��ҧ��آ�ҧ� �� ͧ��ҧ ��ͧ��дѺ �繵� @�ҹ��´�ҹ�ص��ˡ�� (Industrial Selling) �� â��Թ��Ѻ˹��§ҹͧ�� ç�ҹ�ص��ˡ�� СԨ��ø�áԨ��ҧ � ��ǹ�˭��ѵ�شԺ��ͧ�ѡ� ��ͧ�� ػ�ó��㹡Ԩ��ҹ�� ͧ��С�д��Ѻ�ç�� ͧ��踹Ҥ�� СԨ��÷ҧ��áԨ��ҧ � ��ػ�ó��ᾷ��Ѻ�ç��Һ��͢��ç�ҹ��Եö¹��繵� 2.�ҹ��·��龹ѡ�ҹ�� (Non-Personal Selling) �� ҹ��·��ͧ��ؤ��仵Դ��ʹ͢�� ෤�Ԥ�Ըա�� ͹��ʹ��١��᷹ �Ըա�÷��ѹ㹡Ԩ��ҧ��áԨ��»�С�� @��ɳ� (Advertising) �ҹ��¨��Ըա��ɳһ�Ъ��ѹ��ҡ�� Ըշ��ǹ�˭��繡��Ū��繷��ѹ�ҡ �� ɳ��˹ѧ��;�� Ե�� ÷�ȹ� �Է�� ɳҵ��Ҹ�óе�ҧ � �蹾Ѻ ᤵ��͡ �繵� �ҹ��ҹ�ɳ��觨��ж��Ը��ʹ͢�·��Ŵ� ��ö��´��駡�е��١��ҵѴ�Թ㨫��Թ��ѹ�� @��èѴ�Է��ȡ��ͨѴ�ʴ��Թ�� (Display)�繧ҹ��·��ͧ�龹ѡ�ҹ��ըش��ʴ��Թ��Һ��ٻ�ѡɳ� ��èѴ�ʴ��Թ��Ҩе�ͧ��繷��ʹ��д֧�ٴ�١��ҡ��ش ��ж��ҡ�١��ʹ�㹵��Թ��仵Դ��ͺ��ͪ��Թ��к�ԡ�� ѹ�з��Դ��ͧ��еѴ�Թ㨫��Թ��ҵ�� @��â�� (Promotion)�� ҹ��Ԩ��÷ҧ��áԨ��Թ��ҹ��¹��ջ��Է��Ҿ �� Ŵ �š ᨡ �� 觪��ǹ�ԧ⪤ �繵�@��ú�ԡ�õ��ͧ (Self Service)��ͧҹ��»��١��Ҩе�ͧ��ԡ�õ��ͧ �� ¹�Ӵ��ͨе�ͧ��ʹ��͡�Թ��ͧ�� ͡��͡��Թ��Ἱ��ٻ�� 繵�

�ҹ��«��»�� Ըա�â�·��ᵡ��ҧ�ѹ仵��Ҿ��ͧ�Թ��к�ԡ�� º�� Թ�ع ��Ф��㨢ͧ�Ԩ��÷��Ңͧ�ż�Ե�� ҹ��¨л��ʺ�� §��â�·��ҡ��ҹ�� ͧ��Ѻ��ѡ�ҹ��·��դ�� ö ��л��ʺ��ó� ��ҧ�Ҿ��Ѻ�١��繢��ǡѺ�Թ��͡�õѴ�Թ��͡��

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��觻��ͧ��ѡ�ҹ��Ը��㹷��觵��ѡɳЧҹ��»��ҧ � �ѧ��

1.��ѡ�ҹ��㹧ҹ�ص��ˡ�� (Manufacturer�s Representatives) �ҹ��»��龹ѡ�ҹ��¨е�ͧ�դ�� ö੾�д�ҹ��ǡѺ�Թ��ҷ��ʹ͢�¹��繾�� Ըա�÷ӧҹ�Թ��ͨ��ʹ͢��١�� ѡ�ҹ��ص��ˡ��͡�� 3 ��

1. ��ѡ�ҹ��ص��ˡ�� (Industrial Salesman) ��ѡ�ҹ��Թ��Ңͧ��ѷ�е�ͧ�դ��ҧ෤�Ԥ��ǡѺ�Թ��ҷ�赹�ͧ��˹�� ͧ�繼��Ѻ��ͺ��ǡѺ��ѧ�� ͹��ʹ��١��ҧ�Ѵਹ2. ��ǡý��¢�� (Sales Engineer)�� ѡ�ҹ��·��վ�鹤��ҧ��ҹ��ǡ�� ͧ�ѡ� ��ͧ�� ػ�ó� ��ʴص�ҧ � �ͧ�ҹ��ҹ�ص��ˡ��ҧ�� ͧ��֡�֧��÷ӧҹ
��鹵͹��ҧ � 㹡�÷ӧҹ ��èѴ��ػ�ó� ��ǹ��Сͺ�ͧ�ػ�ó��ҧ � ��ҧ�� ö��Ы��ͧ�� ػ�ó�� 3. ��ѡ�ҹ��½��¢�º�ԡ�� (Service Salesman)�� ѡ�ҹ��ö��ԡ��١��ѧ��â�� Թ��ش��ö��ҷ�᷹ ��ö�ʹ�ػ�ó��л�Сͺ��Ҵ��¡ѹ ��١��繡�û�Ժѵԧҹ��ҧ�ջ��Է��Ҿ��ҧ��ѷ��

2.��ѡ�ҹ��㹧ҹ�� (Wholesale�s Salesman) �ҹ�� ҹ��Թ��㹻��ҳ�ҡ��ª�Դ ��ѡ�ҹ��շ�駷��繾�ͤ�Ҥ��ҧ��е��᷹��ҧ�� ͡��

1. ��ѡ�ҹ��ºء�ԡ (Pioneer) �� ѡ�ҹ��觷��繵��᷹�ͧ�ҹ��ص��ˡ��繼��͡��ʹ͢��Թ��ͨ٧��١��դ��ʹ��Թ��觼�Ե�͡��Ҵ2. ��ѡ�ҹ��»�Ш�ö��Թ�� (Dealer-Servicing Salesman) �� ѡ�ҹ��е�ͧ�͡仵Դ��͢͡��觫��ͨҡ�١��ҷ�� ͡�â��Թ��ҡ��ش ��Ѻ��ͧ��˹�ҷ��١��ҷ��繼��˹��Թ��Ңͧ��㹴�ҹ��ҧ � �ѹ�й��ʹ��·�� 3. ��ѡ�ҹ�� (Wholesalers) ��;�ѡ�ҹ��繵��᷹�ͧ�Թ��§��Դ�� ѡ�ҹ��觼�Ե�ѳ�� ʹ͢�¼�Ե�ѳ��Ҩҡ�� ç�ҹ��Ѻ��ҹ��һ�ա��ç��Һ��4. ��ѡ�ҹ�й��Թ�� (Missionaries Salesman) ��;�ѡ�ҹ��˹�ҷ��й��Թ��â�� ˹�ҷ��Ѻ��觫��͹͡�ҡ��ʹͼ�Ե�ѳ��йӢ��ᨡ��ҧ�Թ�� ١��仾Ԩ�óҡ�͹�Ѵ�Թ㨫��

3. ��ѡ�ҹ��»�ա (Retail Salesman) ��ö��͡��»��ѧ��

1. ��ѡ�ҹ��ҹ ��͵��ҹ��Թ�� (Retail Clerk) �蹾�ѡ�ҹ�� ҧ��Թ��
��ҹ��ҷ�� 2. ��ѡ�ҹ��Թ��੾��ҧ (Special Salesman) ��ͼ��Թ��ҧ��ҧ˹��ش�� ¨��繼��դ��੾�д�ҹ �� ѡ�ҹ��»�Сѹ��Ե ��ػ�ó�ö¹�� 繵� 3. ��ѡ�ҹ��Թ��ҵ��ҹ (Door to Door Salesman) ��繾�ѡ�ҹ��˹��Ӻҡ��ش ��е�ͧ�͡仢��Թ��١��Ҷ֧��ҹ��ش��ҧ � ��µ�Ҵ�ͧ��ѷ��˹��ա�ùѴ��١��ǧ˹�� Ҩ�о��Ѻ��ҧ㨨ҡ�١��͡�õ�͹�Ѻ��Ե� �Թ��ҷ��仢��ѡ��Թ��ҷ��ҤҶ١ �� ҷӤ��Ҵ��ҧ � ��Ѩ�غѹ��Թ��Ҥ��٧��÷��µ��ҹ �� ͧ�ٴ�� ͧ��ͧ�� 繵� 4. ��ѡ�ҹ��µ��鹷ҧ (Route Salesman) ��;�ѡ�ҹ��Թ��͡��˹��´��¾�˹е�ҧ � ��ҧ��ѷ�Ѵ��仵��鹷ҧ��١��˹�� 蹾�ѡ�ҹ��ȡ�� ͧö��ȡ�� ;�ѡ�ҹ��Ҥ�ŷ� �繵�