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Sales management Sales Management is the marketing management activity. It deals with planning, organizing, directing, and controlling the personal selling effort. This includes recruiting, training, supervision, motivation, evaluation, and compensation of sales personnel
Sales
management
Salesmanship
Personal selling
Salesman
Personal selling
1) two-way flow of communication
Instant feedback
Personal persuasion can be used A good salesman can get you to buy ice in winter
Personal Selling
Personal Selling is more important if...
Advertising & Sales Promotion are more important if...
Relationship Selling
A sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.
LO5
Salesmanship
Salesmanship is the art of persuading the persons to buy goods and services which will give them lasting satisfaction The work of a salesman can be described by single word service, i.e. helping the customer get the most for the money he spends Selling is a buying process wherein the salesman ascertains the customers needs and satisfies through the purchase of goods and services In salesmanship it is the customers point of view that ultimately counts, there by , facilitate his buying decision process Salesmanship is persuasion and not compulsion