Day: December 9, 2021

EMERGING TRENDS AND ISSUES IN SALES MANAGEMENT This refers to new issues that are coming up as far as selling is concerned. Use of advanced technology-computers which have come up with new changes ranging from less paper work and many Read More …

Measures of Performance Quantitative measures of performance These measures exist in two groups One group is a set of input measures which are essentially diagnostic in nature – they help to provide indications of why performance is below standard. Key Read More …

BUDGETING AND EVALUATION The purpose of Planning is to allocate company resources in such a manner as to achieve these anticipated sales. BUDGETING Def:    This is an estimation of the revenue and expenses over a specified future period of time. Read More …

SALES ORGANIZATION Organizational structure Def: This defines how activities such as task allocation, coordination and supervision are directed towards the achievement of organizational aims. This is a system that is used to define the hierarchy within an organization. It identifies Read More …

MOTIVATION AND TRAINING Introduction Creating and maintaining a well-motivated sales force is a challenging task. The confidence and motivation of salespeople is usually out washed by the inevitable rejections they suffer from buyers as part of everyday activities. Sales managers Read More …

RECRUITMENT AND SELECTION OF SALES FORCE INTRODUCTION Recruitment is a positive process in which a company attracts a pool of talented people, whereas selection is a negative process through which they screen people and finally select desired number of personnel Read More …