Day: September 24, 2021

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 …