Day: October 16, 2021

DESIGNING THE SALES FORCE Personal selling is a key element in promotion, one of the four Ps in the marketing mix. But not all sales representatives do exactly the same kind of selling. In business settings, McCurry has distinguished these… Read More

 SELLING AND MANAGING KEY/ MAJOR ACCOUNTS                                            Major/Key account management Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration… Read More

Industrial/commercial/public authority selling These categories are grouped together as the sales approach is similar and behavioral patterns exhibited by each conform to organizational behavior. A number of characteristics in these types of market distinguish them from consumer markets. Fewer customers… Read More

Channels of distribution Management should constantly reappraise channels of distribution to make cost savings. Marketing channels are determined by company policy and this determines how the sales force should be organized. A sales channel is the route that goods take… Read More

SALES ENVIRONMENT ANALYSIS In this chapter we analyze the major forces that affect selling and sales management. We then consider specific sales settings such as sales channels, industrial/ commercial/public authority, retail and services selling. Related activities that support selling activities,… Read More

INDUSTRIAL/COMMERCIAL/PUBLIC AUTHORITY SELLING These categories are grouped together as the sales approach is similar and behavioral patterns exhibited by each conform to organizational behavior. A number of characteristics in these types of market distinguish them from consumer markets. Fewer customers… Read More

Sales force evaluation The sales force evaluation process  Sales force evaluation is the comparison of sales force objectives with results. It begins with the setting of sales force objectives which may be financial, such as sales revenues, profits and expenses;… Read More

SALES FORECASTING The point is that planners are only interested in forecasts when the forecast comes down to individual products in the company. We now examine the applicability and usefulness of the short-, medium- and long-term forecasts in so far… Read More

The role of technology in the retail industry Some of the greatest changes in e-commerce have taken place within the field of retailing. This has major implications for the way in which business is conducted between suppliers and retailers, The… Read More

ELECTRONIC COMMERCE AND ELECTRONIC PROCUREMENT While the role of the salesperson has changed considerably, there have also been significant changes in the way sales and procurement are carried out, particularly between large organizations and their suppliers. In these business-to-business (B2B)… Read More