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 …

TECHNIQUES OF FORECASTING There are two basic techniques: Objective / Quantitative methods: – these are of a mathematical or statistical nature; Subjective / Qualitative methods: – Are based on experience, judgment and intuition rather than on quantitative analysis. Techniques of Read More …

Factors to consider in Sales Forecasting Historical Perspective – As a starting point, management analyzes previous sales experience by product lines, territories, classes of customers, and other relevant details. Management needs to consider a time line long enough to detect Read More …

SALES FORECASTING AND PLANNING Sales Forecasting Sales forecasting is the prediction of future performance based on available information about past performance. This forecast is done for a particular period of a time in the near future, usually the next fiscal Read More …

DUTIES AND RESPONSIBILITIES OF SALE MANAGERS Environmental analysis and marketing research-this usually involves monitoring and adapting to external factors that affect success or failure such as the economy and competition and  collecting data to resolve specific marketing issues. Broadening an Read More …