(308A) SALES MANAGEMENT & PERSONAL SELLING OBJECTIVES: 1. To provide an understanding of the concepts‚ attitudes‚ techniques and approaches required for effective decision making in the areas of Sales. 2. To pay special emphasis on the practising manager’s problems and dilemmas. 3. To develop skills critical for generating‚ evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept‚ Nature‚ Role of Sales Management in Marketing‚ Salesmanship‚ Specific Characteristics
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Definition of sales promotion * An early def. of sales promotion :’Includes all those activities ‚which enhance and support mass selling and which compete and or coordinate the entire promotional mix and make the marketing mix more effective”. (John F Luick and Wiliam L Zeigher‚Sales Promotion & Modern merchandising‚TMH‚1968) * In a specific sense ‚sales promotion includes those sales activities that supplement both personal selling and advertising and coordinate them and help to make
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Chapter 4 Sales Force Organization Objectives: After reading this chapter you should be able to: 1- Understand the meaning of organizing as a managerial function 2- Know the Characteristics of a good sales force organization 3- Understand the most common way to divide sales responsibilities based on sales specialization. 4- Explore the additional strategic organizational alternatives 5- Know the organizational forms in international selling _____________________________________________________________________
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from the Internet. I have selected sales manager to write a job description. Sales manager Job Title Sales Manager Based at Marketing Department Reports to Senior business leaders Responsible for Sales Activities Summary Responsible for all sales activities in assigned accounts or regions. Manage quality and consistency of product and service delivery. Key duties of Sales manager 1. Coaching sales people. Meet daily with salesman
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Comparison study of sales promotional strategies of Maruti & Honda cars customers with special reference to Kollam District INTRODUCTION The automobile products occupy an important role in fulfilling the basic needs of human beings. In India‚ there are tremendous changes in the automobile industry. The industry has observed higher rate of growth economically‚ industrially &technologically. This has led to good market for automobile products particularly in four wheelers segments
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Designing the sales territories is an important problem especially for Ethnic Populations. A seller analyses sale history and relationship to targeted ethnics populations provided the basis for the new territories. An employer admits that it usually assigns for example Black and Asian American salespersons to sales territories with a high percentage of Blacks and Asian Americans. It is uncontested that the employer does not harbor ill-will toward either group. Instead‚ the employer believes they
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kComprehensive Problem Weighted-Average Method The PVC Company manufactures a high-quality plastic pipe that goes through three processing stages prior to completion. Information on work in the first department‚ Cooking‚ is given below for May: Production data: | | Pounds in process‚ May 1: materials 100% | | complete; conversion 90% complete | 70‚000 | Pounds started into production during May | 350‚000 | Pounds completed and transferred to the next department | ? | Pounds in process
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Which are the key factors that can contribute to successful sales through personal selling strategies in different industries? Sales Management May 31th 2013 Summary Introduction 3 I. Key factors 4 A. Selling Model 4 B. Value concepts 4 C. The performances 5 II. Comparison between two industries 6 A. Pharmaceutical industry 6 B. Car industry 7 Conclusion 8 References 9 Introduction Personal selling is a person-to-person communication with a prospect. Personal selling is a process
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companies is the sales system and inventory system creating a window based system. Inventories are often the largest asset of company and a precise inventory management system is often needed to take into accent the sales‚ orders and the need for replenishments. It also ensures that goods are always stocked to an optimum level to meet customer demands. One of the most samples of overstock levels is Hardware’s‚ Marketing’s and the Furniture’s that are using manuals. A sale is an activity
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typical ethical issues for sales people and sales managers – review the types‚ causes and make suggestions on how to address. Ethical conflict is defined as occurring when an individual feels pressure to take actions that are inconsistent with what he or she feels to be right (Correlates p. 343) Whilst analysis of ethical conflict and the various ethical issues is relevant in many aspects of business‚ it is particularly important in the area of personal selling and sales management. This is because
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