Month: June 2021

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 …

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 …