Month: July 2021

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 …

ELECTRONIC COMMERCE AND ELECTRONIC PROCUREMENT While the role of the salesperson has changed considerably, there have also been significant changes in the way sales and procurement are carried out, particularly between large organizations and their suppliers. In these business-to-business (B2B) 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 …

PLANNING A PROSPECTING STRATEGY                                                  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 Read More …

TYPES OF COMPUTER PROCESSING FILES There are various types of files used for storing data needed for processing, reference or backup. However, the main common files include: i. Master files, ii. Transaction, iii. Reference, iv. Backup, v. Report file vi. Read More …

PROTOTYPE METHODOLOGY OF SYSTEM DEVELOPMENT A prototype is a working model that is functionally equivalent to a component of the product. The purpose of a prototype is to allow users of the software to evaluate proposals for the design of Read More …

WATERFALL MODEL Waterfall approach was first SDLC Model to be used widely in Software Engineering to ensure success of the project. In “The Waterfall” approach, the whole process of software development is divided into separate phases. In this Waterfall model, Read More …

RAPID APPLICATION DESIGN (RAD) It is a development methodology that provides advanced developments tools, prebuilt, objects, and collaboration tools. These tools include; interative prototyping (at any stage of development), graphical user interfaces builder, computer aided software engineering (CASE), fourth-generation programming Read More …