Financial Statement Analysis

Satisfactory Essays

Open Document

Open Document

View Writing Issues

2440 Words

Grammar

Grammar

Plagiarism

Plagiarism

Writing

Writing

Score

Score

Financial Statement Analysis

FIFTH SEMESTER
BBA (CAM)

SALES AND DISTRIBUTION MANAGEMENT

Course Code: BBA (CAM) – 301 L:4 T/P: Credits: 4 PREAMBLE: The primary objective of the course is to familiarize the student with the sales operations and sales management functions and customer relationship management. Endeavor is to provide both theoretical inputs and applications of practical aspects. COURSE CONTENT: UNIT 1: Credits 10

|Managing and Planning Sales |
|The field of Sales Management: Concept, Evolution of Professional Selling, Objectives of Sales Management, Exchange Process, Key |
|Decision areas in Sales Management, Sales Management Cycle. |
|Sales Strategy Formulation: Market Analysis, Setting Sales Objectives, Designing Sales Strategy. |
|Planning for Selling efforts: Personal selling Concept, Situations conducive to personal Selling, Diversity Of Personal Selling |
|situations, Strategies Used by Salesmen, Process of Personal Selling, Choice of basic Selling Style,New Approaches in Selling |
| |
|UNIT 2: Credits 10 |
|Personal Selling: |
|♣ AIDAS Theory of selling |
|♣ "Rights set of Circumstances" Theory

Continue Reading

You May Also Find These Documents Helpful

Good Essays
Unit 7 M2
- 2288 Words
- 10 Pages
Unit 7 M2

“M3: Compare and contrast the personal selling skills and processes used in two different selling situations”…
- 2288 Words
- 10 Pages
Good Essays

Read More
Satisfactory Essays
Dr. Eli Jones
- 417 Words
- 2 Pages
Dr. Eli Jones

Dr. Jone’s topic of discussion was about sales, marketing, and leadership challenges in the global marketplace. He also discussed the science of selling and how to become a revenue producer. Dr. Jones reviewed several steps to the sales process. The first step was about preparation. He stated that research is vital to identifying your prospect’s needs and wants by showing empathy towards customer concerns.…
- 417 Words
- 2 Pages
Satisfactory Essays

Read More
Good Essays
Should Shift Leaders Be Exempt Or Not?
- 516 Words
- 3 Pages
Should Shift Leaders Be Exempt Or Not?

The three factors that Amy should take into consideration when determining if the shift leader should be exempt or nonexempt. Amy should look more into the duties that the shift leader would have to up hold to. She will be able to present to the employees on what the shift leaders job duties are. It can vary depending on the organization. Some organization require for their shift leader to be part of the hiring and termination process.…
- 516 Words
- 3 Pages
Good Essays

Read More
Good Essays
Selling Techniques
- 1310 Words
- 6 Pages
Selling Techniques

Selling technique is the body of methods used in the profession of sales, also often called personal selling. Techniques used in selling interviews vary from the highly customer centric consultative selling to the heavily pressured "hard close".…
- 1310 Words
- 6 Pages
Good Essays

Read More
Powerful Essays
How to Be a Successful Consultant
- 59107 Words
- 237 Pages
How to Be a Successful Consultant

Game plan Overcoming your fear of selling Understanding the sales process Establishing sales objectives Evaluating sales communication channels Preparing your 30-second…
- 59107 Words
- 237 Pages
Powerful Essays

Read More
Better Essays
Sales Force Management Case Study
- 1556 Words
- 5 Pages
Sales Force Management Case Study

No sales person in an organization is an island. The concept of team selling has become the trend in today 's business environment because it is successful. Team selling utilizes each sales person 's strengths, enhances one 's contribution, increases productivity and reduces turnover. Success in sales happens as the result of planning and effective execution. Careful coordination o f many resources are required on the selling side and the customer 's side throughout the sales process. The goal of team-selling is establishing enduring profitable relationships between people, product and companies. Team-selling provides a fitting process for sales managers and specialists to work together to serve the customer. "The place and time to use team-selling is when customer solutions is more important than price" (Dalrymple et al 2006).…
- 1556 Words
- 5 Pages
Better Essays

Read More
Good Essays
Personal Sales Tactics
- 561 Words
- 3 Pages
Personal Sales Tactics

Personal sales is executed with a combination and deep understating of the marketing approach, persuasion techniques and utilizing emotional intelligence to match specific needs of the product-customer relationship. Building a service based product such as most in the hospitality sector, personal sales happens along every step from a guest booking a reservation to the check out ensuring in quality relationship. By the use of sales management with organized structure and personal selling with the interaction with the customer allows sales to flow through a firm and empowering its employees.…
- 561 Words
- 3 Pages
Good Essays

Read More
Powerful Essays
Synopsis of Amul
- 1306 Words
- 6 Pages
Synopsis of Amul

Sales Management-Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm 's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management.…
- 1306 Words
- 6 Pages
Powerful Essays

Read More
Powerful Essays
Personal Selling
- 4355 Words
- 18 Pages
Personal Selling

Unfortunately, personal selling is widely misunderstood. For instance, many customers think salespeople possess traits that include being manipulative, arrogant, aggressive and greedy. While many marketers believe salespeople are only out to make a quick sale…
- 4355 Words
- 18 Pages
Powerful Essays

Read More
Good Essays
Reaction Paper on Basic Selling Skills
- 574 Words
- 3 Pages
Reaction Paper on Basic Selling Skills

In the short film by the American Business Videos entitled Basic Selling Skills, Gary Hanson talks about providing the viewers a model for selling company products and services. Selling as described, is a five-step model, a process wherein a salesperson need to know how to establish rapport, uncover needs, present products and solutions, close the deal, and do the follow-on activities in response to the call of his customers.…
- 574 Words
- 3 Pages
Good Essays

Read More
Powerful Essays
Eemt Exercise
- 1667 Words
- 7 Pages
Eemt Exercise

Promotion Promotion Chapter Fourteen: Communicating Customer Value: IMC Strategy Chapter Fifteen: Advertising and Public Relations Chapter Sixteen: Personal Selling and Sales Promotion SBMT 5030 Prof. Joseph Salvacruz Department of Marketing HKUST Topic Outline The nature of integrated marketing communication The communication process and steps in developing effective marketing communication…
- 1667 Words
- 7 Pages
Powerful Essays

Read More
Good Essays
Jet Blue Paper
- 719 Words
- 3 Pages
Jet Blue Paper

Personal selling is any form of personal presentation by the firm’s sales force for the purpose of making sales and building…
- 719 Words
- 3 Pages
Good Essays

Read More
Good Essays
personal selling
- 1015 Words
- 5 Pages
personal selling

Personal selling refers to retail and wholesale sales activities in which a salesperson actively presents products to customers in seeking to make a sale. Sales activities may include but are not limited to – identification of customers, development of product knowledge; marketing; promotion; prospecting; knowledge of customer service standards; gaining appointments; choosing sales approaches; meeting customers; identifying customer needs and requirements; demonstrating products; use of selling techniques; use of sales aids; making sales pitches; overcoming objections; closing sales, completing documentation, receiving payments; recording sales; using sales technologies; providing after-sales service, following up sales, sales analysis.…
- 1015 Words
- 5 Pages
Good Essays

Read More
Powerful Essays
Searle Sales Management Report
- 3487 Words
- 14 Pages
Searle Sales Management Report

We would also like to thank our esteemed instructor Mr. Javed Mehmood who imparts us the core knowledge of Sales Management which is of great help in compiling this report.…
- 3487 Words
- 14 Pages
Powerful Essays

Read More
Good Essays
What other better ways to earn money than sales
- 776 Words
- 4 Pages
What other better ways to earn money than sales

Behind every business profit drives, there is this called sales management. Sales management is business discipline which is focused on the practical application of sales techniques and the management of a firm 's sales operations. It is an important business function as net sales through the sale of product. These are also typically the goals and performance indicators of sales management. Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development and leadership.…
- 776 Words
- 4 Pages
Good Essays

Read More

Related Topics