PPT-Professional selling and Sales Management

Prof Dr Deva Rangarajan Reflection What is sales force effectiveness 2 800 bn vs 200 bn 120 vs Greater than 500 3 Objective Identify some general trends in sales force management. Anand. G . Khanna. . SALES & . MARKETING . Purpose of organization is only one . i.e. to create . / . identify and satisfy the customers. We exist only for customers. The rest is process.. . sales management. nineteen. Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.. LEARNING OBJECTIVES. Learning Objectives. Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. Personal Selling – Defined. An important part of marketing . that relies heavily on . interpersonal interactions . between buyers and sellers to . initiate, develop, and enhance . Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. Trevor . Akervik, Marco . Tom Callinan, Strategy Development. Trevor . Akervik. Director of Managed Services. 13 years with Marco. 2001-2004 - Copier Territory Sales Rep. 2004-2009 - Copier Sales Manager. Focusing on Building Relationships. 1. 6. th. Edition. David J. . Lill. and Jennifer K. . Lill. DM Bass Publications. A Career in Professional Selling. Learning Objectives. Appreciate . the role of selling in our economy. Learning Objectives. Discuss the key considerations in developing and implementing effective sales strategies.. Understand the recruitment, selection, and training processes involved in developing the salesforce.. . Sindhu. AMA’s definition. Planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as the tasks apply to the . Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. LECTURE 1. Introduction to Sales Management. Sales Management. is the planning, organizing, leading and controlling of an organization’s sales force in order to create exchange to satisfy individual and organizational objectives.. Sales acceleration is one of the most effective ways to improve your company’s revenue, and there are numerous strategies that can help ramp things up. Visit: https://gryphonnetworks.com/ Selling Skills . Chapter 2. Dr. Senem SÖNMEZ SELÇUK. . A. . product that is well conceived and produced through the . Combination of the most modern technologies and the best of inputs . cannot sell itself. Chapter. 7: The Selling Process – Closing and Follow up. Unless otherwise noted, this work is licensed under a . Creative Commons . Attribution-NonCommercial-ShareAlike 4.0 International (CC BY-NC-SA 4.0).