Day: June 24, 2021

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 A company can forecast sales either by forecasting market sales (called market forecasting) and then determining what share of this will accrue to the company or by forecasting the company’s sales directly. The point is that planners are 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 …

STRATEGIC CUSTOMERS PLANNING High performing salespeople tend to be strategic problem solvers for their customers. The top salespeople who are effective strategic problem solvers have the skills and knowledge to be to: Uncover and understand the customer’s strategic need by Read More …

PLANNING A PROSPECTING STRATEGY                                                  Prospecting is the searching for and calling upon customers who have not previously purchased from the company. This activity is not of uniform importance across all the branches of selling. It is obviously far more important Read More …