KASNEB|KNEC|KISM
Meaning of Social Organization Social organization is a pattern of relationships between and among individuals and social groups. It is the product of social interaction. Interaction among individuals, among institutions, among classes, among members of a family create social organization Read More …
HUMAN PUBLIC RELATION Human relation (HR) is a discipline within resource management which addresses interpersonal behavior within the workplace. Study of group of people for the purpose of improving interpersonal relationship among employees and their public at large. COMPONENTS 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 …
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 in industrial selling than Read More …
SALES CHANNELS ANALYSIS Channels Analysis provides a comprehensive view of the key issues affecting the sales, marketing and distribution of technology products and helps channel managers develop strategies that deliver business results. A channel analysis is an evaluation of how 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 …
FINANCIAL SYSTEMS-Money Market Instruments Money Market Instruments T hey are short-term dated securities. Because of their short terms to maturity, they undergo the least price fluctuations and are therefore the least risky instruments. The following are examples of money market 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 …
FINANCIAL SYSTEMS-FINANCIAL INSTRUMENTS A financial instrument is defined as, a claim against the income or wealth of a business firm, house hold or unit of government, normally represented by a certificate, receipt or other legal document, and which is usually Read More …
What is sales planning? Planning is done at various stages of the sales lifecycle around the fiscal year. All business corporations set monthly or quarterly sales targets and to achieve this, a lot of planning and execution is required. A Read More …