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A presentation on sales management

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Acepublisher .
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documents in English
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presentations
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145 slides
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  1. Introduction
  2. A study of sales management
  3. Evolution of sales department
  4. Objectives of sales management
  5. Functions of sales management
  6. Important terms of sales management
  7. Factors that influence sales forecast
    1. Sales forecasting methods
  8. The sales force composite method
  9. Personal selling objectives
  10. Sales analysis
  11. Conclusion

Modern sales executives are professionals. They plan, build and maintain an effective and efficient organization and design and utilize appropriate control procedure. The professional approach requires careful analysis of market situations, intelligent setting of personnel selling objectives, choice of appropriate sales policies and formulation of personnel selling strategy. Sales management means "the planning direction and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force". Sales management, personnel selling and salesmanship are all related. Sales management manages the personnel selling effort return, is implemented largely through salesmanship.

[...] of items sales force can sell effectively Extent of after sales services Desires of middlemen and product users Expenses on promotion Effect on production cost Change in product offerings. Whether individual items are still in tune with demand. To identify those that should be dropped from. Reappraising the product line simplification. Comparison with similar and competing items. Profitability. Some companies after fulltime offering regardless of profit. Some companies even drop profitable products of resources can be put for better returns. [...]


[...] Dealer training programs Assistance in sales force management Advice and assistance on general management problems Shelf allocation programs Missionary sales personnel Identifying Source Of Supply At Final Buyer Level. Local advertising Point of purchase identification Distributive network changes and maintaining relations Sales Department Relations. Interdepartmental Relations and Coordination. Formal coordinating methods. Informal coordination. Coordination of personal selling with other marketing activities. Sales and advertising. Sales and marketing information. Sales and service. Sales and physical distribution. Coordination of personal selling with other departments. [...]


[...] Indicative bibliography proposed by Oboulo.com http://salesforcemanagement.blogspot.com/ http://salesforcemanagement.blogspot.com/2009/01/personal-selling-objectives.html http://www.evancarmichael.com/Sales/409/Train-Your-Sales-Team-Using-an-Effective-Sales-Process.html http://www.indianmba.com/Faculty_Column/FC434/fc434.html http://en.wikipedia.org/wiki/Sales_management A presentation on sales management Modern sales executives are professionals. They plan, build and maintain an effective and efficient organization and design and utilize appropriate control procedure. The professional approach requires careful analysis of market situations, intelligent setting of personnel selling objectives, choice of appropriate sales policies and formulation of personnel selling strategy. Evolution of the Sales Department Prior to industrial revolution. After revolution. Appearance of specialized sales dept. Absence of direct communication with customers. [...]

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