Sales Management Introduction - Marketing Management

Selling is a universal activity; everybody sells something. In a modern market economy, selling is an important and sophisticated activity. In less advanced societies, selling is low level, often amounting to simple barter. In this chapter we examine the important role of the sales force in overall marketing activities, and the relationship between marketing and sales functions. Selling is a process to make a sale, but personal selling is more than this. Selling can be done remotely through mail-shots or advertisements; personal selling is done face-to-face which demands interpersonal skills and training and it is a highly professional activity. We examine the key steps in managing the sales force from recruitment and training to territory design, sales call planning, and control and remuneration as well as the steps in personal selling and considerations in managing these effectively as well as examining emerging trends in selling and sales management.


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