Month: November 2021

INTRODUCTION TO RESEARCH METHODS BRIEF OVERVIEW The managers of tomorrow will need to know more than any managers in history.  Research will be a major contributor to that knowledge.  Managers will find knowledge of research methods to be of value Read More …

ETHICAL AND LEGAL ISSUES IN SELLING LEGAL ISSUES IN SELLING Consumer protection by the law is very much a twentieth-century phenomenon. Before that the prevailing attitude can be described by the phrase caveat emptor – let the buyer beware. Much Read More …

SALES SETTING INTERNATIONAL SELLING APPROACH Companies contemplating entering overseas markets will need to develop specialist knowledge and expertise in these areas. Some sales managers feel that selling abroad is impossibly difficult, but most who try it see that, although it Read More …

TRAVELLING SALES PERSONNEL A travelling personnel is an individual moving door to door selling goods. Refers to an individual whose job is to travel to different places in a particular area and sell products or get orders from customers. DUTIES 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 and Read More …

The Personal Selling Process The personal selling process is a logical sequence of eight steps. These steps are taken to deal with the prospective buyers. Presale preparation Prospecting Pre approach before interview Approaches to the customer Sales presentation Handling customer Read More …