Day: June 26, 2021

DESIGNING THE SALES FORCE Personal selling is a key element in promotion, one of the four Ps in the marketing mix. But not all sales representatives do exactly the same kind of selling. In business settings, McCurry has distinguished these Read More …

 SELLING AND MANAGING KEY/ MAJOR ACCOUNTS                                            Major/Key account management Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration Read More …

Industrial/commercial/public authority selling These categories are grouped together as the sales approach is similar and behavioral patterns exhibited by each conform to organizational behavior. A number of characteristics in these types of market distinguish them from consumer markets. Fewer customers Read More …

Channels of distribution Management should constantly reappraise channels of distribution to make cost savings. Marketing channels are determined by company policy and this determines how the sales force should be organized. A sales channel is the route that goods take Read More …

SALES ENVIRONMENT ANALYSIS In this chapter we analyze the major forces that affect selling and sales management. We then consider specific sales settings such as sales channels, industrial/ commercial/public authority, retail and services selling. Related activities that support selling activities, Read More …

INDUSTRIAL/COMMERCIAL/PUBLIC AUTHORITY SELLING These categories are grouped together as the sales approach is similar and behavioral patterns exhibited by each conform to organizational behavior. A number of characteristics in these types of market distinguish them from consumer markets. Fewer customers Read More …