The document discusses the characteristics of modern selling. It notes that modern selling focuses on customer retention, database and knowledge management, and customer relationship management. It also discusses marketing products, problem solving, satisfying customer needs, and adding value. The document then lists success factors for professional salespeople such as listening skills, follow-up skills, and ability to adapt sales style. It describes different types of selling such as order-takers, order-creators, and order-getters. Finally, it discusses selling as a career and the relationship between sales and marketing.
Sales management involves planning, organizing, leading and controlling a sales force to achieve marketing goals. It includes defining goals, determining required activities, implementing compensation plans, providing training, establishing monitoring systems, and measuring results. Personal selling is an important element of sales management where a salesperson uses a direct, face-to-face approach to communicate with customers to influence their purchasing decisions.
The document outlines the key objectives and concepts related to personal selling and sales promotion. It discusses the role of salespeople, the four sales channels, and trends in personal selling like relationship and consultative selling. The document also describes the three basic sales tasks, the seven steps in the sales process, and the seven functions of a sales manager. Finally, it discusses the role of ethics in personal selling and provides an overview of consumer-oriented and trade-oriented sales promotions.
The document discusses concepts related to sales and sales management. It defines sales as persuading people to satisfy their wants through the act of selling goods and services. Sales management involves planning, directing, and controlling personal selling activities like recruiting, training, and motivating the sales force. The document also outlines the benefits of sales activities for businesses, consumers, and society as a whole by facilitating economic growth and employment. Key skills for sales executives are discussed, including conceptual, people, technical, and decision-making abilities.
This document provides an overview of personal selling and sales promotion. It discusses the nature of personal selling, the role of the sales force, and steps in the personal selling process. It also examines the rapid growth of sales promotion and objectives and tools of sales promotion programs. Key points covered include defining personal selling and different types of sales roles, the importance of recruiting and selecting salespeople, and using sales promotion to urge short-term buying and enhance long-term customer relationships.
Sales management involves planning, directing, and controlling personal selling activities such as recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating salespeople. The objectives of sales management from the company's perspective are to increase sales volume, contribute to profits, and enable continuing growth. Sales executives coordinate sales activities with other departments to ensure the product is ultimately sold by establishing communication with advertising, human resources, and other teams. Personal selling involves oral conversations between salespeople and customers to generate revenue, provide market feedback and solutions, and serve as an information resource and customer advocate.
Sales management involves planning, organizing, leading and controlling a company's sales force. It aims to achieve sales targets and grow profits through activities like recruiting and training salespeople, establishing compensation plans, setting goals, and monitoring performance. Personal selling is an important part of sales management where a salesperson uses a consultation-based approach to build long-term customer relationships.
This document summarizes key points about managing personal selling and sales forces. It discusses the role of personal selling, different types of selling jobs, and the personal selling process. It also outlines important tasks for sales force management, including recruitment and selection, training, motivation, compensation, performance evaluation, and supervision.
The document discusses the evolution of sales management over time from the simple trade era to modern relationship marketing and social/mobile marketing concepts. It covers the key stages of 1) the production era from the mid-19th century focused on engineering and production, 2) the sales era from the 1920s-1940s that emphasized marketing aspects beyond just the product, 3) the marketing department era after WWII that consolidated marketing activities, and 4) the marketing organization era where customers became the focal point. The document also discusses the nature, objectives, emerging trends, and functions of modern sales management.
Sales management involves planning, organizing, leading and controlling a sales force to achieve marketing goals. It includes defining goals, determining required activities, implementing compensation plans, providing training, establishing monitoring systems, and measuring results. Personal selling is an important element of sales management where a salesperson uses a direct, face-to-face approach to communicate with customers to influence their purchasing decisions.
The document outlines the key objectives and concepts related to personal selling and sales promotion. It discusses the role of salespeople, the four sales channels, and trends in personal selling like relationship and consultative selling. The document also describes the three basic sales tasks, the seven steps in the sales process, and the seven functions of a sales manager. Finally, it discusses the role of ethics in personal selling and provides an overview of consumer-oriented and trade-oriented sales promotions.
The document discusses concepts related to sales and sales management. It defines sales as persuading people to satisfy their wants through the act of selling goods and services. Sales management involves planning, directing, and controlling personal selling activities like recruiting, training, and motivating the sales force. The document also outlines the benefits of sales activities for businesses, consumers, and society as a whole by facilitating economic growth and employment. Key skills for sales executives are discussed, including conceptual, people, technical, and decision-making abilities.
This document provides an overview of personal selling and sales promotion. It discusses the nature of personal selling, the role of the sales force, and steps in the personal selling process. It also examines the rapid growth of sales promotion and objectives and tools of sales promotion programs. Key points covered include defining personal selling and different types of sales roles, the importance of recruiting and selecting salespeople, and using sales promotion to urge short-term buying and enhance long-term customer relationships.
Sales management involves planning, directing, and controlling personal selling activities such as recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating salespeople. The objectives of sales management from the company's perspective are to increase sales volume, contribute to profits, and enable continuing growth. Sales executives coordinate sales activities with other departments to ensure the product is ultimately sold by establishing communication with advertising, human resources, and other teams. Personal selling involves oral conversations between salespeople and customers to generate revenue, provide market feedback and solutions, and serve as an information resource and customer advocate.
Sales management involves planning, organizing, leading and controlling a company's sales force. It aims to achieve sales targets and grow profits through activities like recruiting and training salespeople, establishing compensation plans, setting goals, and monitoring performance. Personal selling is an important part of sales management where a salesperson uses a consultation-based approach to build long-term customer relationships.
This document summarizes key points about managing personal selling and sales forces. It discusses the role of personal selling, different types of selling jobs, and the personal selling process. It also outlines important tasks for sales force management, including recruitment and selection, training, motivation, compensation, performance evaluation, and supervision.
The document discusses the evolution of sales management over time from the simple trade era to modern relationship marketing and social/mobile marketing concepts. It covers the key stages of 1) the production era from the mid-19th century focused on engineering and production, 2) the sales era from the 1920s-1940s that emphasized marketing aspects beyond just the product, 3) the marketing department era after WWII that consolidated marketing activities, and 4) the marketing organization era where customers became the focal point. The document also discusses the nature, objectives, emerging trends, and functions of modern sales management.
Sales force management is crucial for establishing a recognized brand and involves investing significant funds in recruiting and training sales representatives. Effective sales force management requires managing customer relationships and generating sales leads. It also involves sales forecasting, order management, providing sales representatives with product knowledge, and selecting, training, and managing sales teams. The overall objective is to ensure current and future sales and profits by winning customers through representatives' communication, negotiation, and product knowledge skills.
Sales management involves planning, directing, and controlling a company's sales force to achieve sales goals in an effective and efficient manner. It includes tasks like recruiting, selecting, training, assigning territories, supervising, compensating the sales team. Personal selling is an important promotional method where a salesperson develops relationships with customers and negotiates to help them solve problems using the company's products or services. The personal selling process includes prospecting, preparing, making initial contact, presenting, handling objections, negotiating, closing the sale, and following up to maintain customer relationships.
Salespeople need to get sold on sales not just the sales process. One of the big questions any sales team needs clarification on is "what do you want me to do".
The document discusses various concepts related to marketing including definitions of marketing, core marketing concepts like needs, wants and demands, and different marketing orientations. It defines marketing as a social and managerial process to obtain what individuals and groups need and want through creating and exchanging products of value. It explains key concepts like needs, wants, demands, customer value and marketing as a function. It also summarizes different marketing orientations like the production concept, product concept, selling concept, marketing concept, consumer concept and social marketing concept. Finally, it discusses the benefits of marketing and purpose of marketing.
The document discusses key aspects of marketing, sales, and personal selling. It covers the four Ps of marketing (product, price, place, promotion), different sales roles and their responsibilities, relationship selling versus transactional selling, challenges of managing a sales force, and different sales strategies and techniques. It also outlines the importance of communication skills, ethics, and strategic thinking for salespeople to be successful.
This document discusses key aspects of sales management including:
1) The meaning of sales management as the attainment of sales goals through planning, staffing, training, leading, and controlling resources.
2) The importance of sales management due to the high costs of selling, salespeople being customer contact points, and personal selling being a major promotional method.
3) Emerging trends in sales management like developing a global perspective, leveraging new technologies, focusing on customer relationships, and emphasizing ethics.
This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria with weights, definitions and concepts of marketing from various experts, and discussions on key topics like the marketing process, selling vs marketing, the importance of marketing, what is marketed, key customer markets, and core marketing concepts. The assessment is based on online tests, a case study, group project, and an end-term exam.
This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria which is 50% from an end term exam, and marketing definitions from various sources including the Chartered Institute of Marketing, American Marketing Association, Philip Kotler, and Peter Drucker. Key marketing concepts are also summarized such as the marketing process, the difference between selling and marketing, that marketing is a frame of mind for an entire organization, and why marketing is important.
This document provides a summary of key concepts from the first chapter of a marketing management textbook. It discusses the value of marketing, the scope of marketing including what is marketed and who markets, core marketing concepts like needs and segmentation, new marketing realities from forces like technology and globalization, the importance of social responsibility, and how the marketplace has changed with new consumer capabilities. The overall summary is that the chapter introduces foundational topics in marketing management including definitions, concepts, trends shaping the field, and societal considerations.
- Marketing is an organizational function and set of processes for creating, communicating, and delivering value to customers and managing customer relationships to benefit the organization and stakeholders. Marketing management is choosing target markets and gaining, keeping, and growing customers through superior customer value.
- Marketers manage demand and operate in consumer, business, global, and nonprofit markets. Marketing affects the entire customer experience.
- Today's marketplace has fundamentally changed due to societal forces like technology, globalization, and social responsibility, creating new opportunities and challenges and changing marketing management. Companies seek the right balance of proven and innovative approaches.
This document discusses the evolution of sales management over time and key concepts in sales management. It covers:
1) Five eras of sales management: the simple trade era, production era, sales era, marketing department era, and marketing organization era.
2) The definition of sales management as planning, directing, and controlling personnel selling activities as well as broader marketing activities.
3) The objectives of sales management as achieving sales volume targets, contributing to profits, and continuous growth.
4) Emerging trends in sales management like the need for a global presence, innovative technologies, better customer relationship management, diversity, team-based selling, multi-channel operations, addressing ethical/social issues, and professional
This document discusses the nature and role of sales and marketing. It covers different types of selling like order-takers, order-creators, and order-getters. It also discusses the evolution of marketing orientation from a production focus to a sales focus to today's customer focus. The marketing mix of product, price, place, and promotion is explained as well as concepts like the product lifecycle and distribution channels.
Selling Skills of seller in the business field.pptxJamakala Obaiah
The document outlines 19 essential selling skills that sales professionals should develop, including communication skills, active listening skills, persuasive skills, collaboration skills, self-motivation skills, problem solving skills, negotiation skills, prospect education skills, understanding the purchasing process, interpersonal skills, questioning skills, time management skills, prospecting skills, social selling skills, storytelling skills, business acumen skills, and organization skills. Mastering these skills can help salespeople build rapport with customers, understand their needs, overcome objections, and ultimately close more deals.
This document provides an overview of key concepts in sales management. It discusses the evolution of modern sales management practices and the objectives of sales management in aligning sales strategies with organizational goals. Personal selling is described as involving oral conversations to provide solutions, expertise, and serve as an interface between organizations and customers. The document also examines different sales organization structures and the responsibilities, qualities, and legal/ethical obligations of sales personnel. Emerging trends in sales management are noted as increasingly utilizing technology, focusing on relationships and customer orientation, and employing diverse new selling methods.
Sales management involves managing a company's sales operations and applying sales techniques to maximize revenue and profit. It coordinates marketing and sales functions to jointly create customer and company value. The sales process involves prospecting, pre-approach research, approaching prospects, presenting/demonstrating products, handling objections, closing the sale, and following up. Sales management also designs sales force structures, recruits and trains salespeople, establishes compensation plans, supervises and motivates the sales team, and evaluates salesforce performance. Coordinating marketing and sales effectively is important for business success.
mba ist year course Marketing managemet.pptxmbadepartment5
The document provides an overview of key marketing concepts. It defines marketing as satisfying customer needs through the exchange of goods and services. The marketing concept holds that organizations should determine customer needs and meet them more effectively than competitors. There are various philosophies of marketing such as production, product, and selling concepts which focus on outputs rather than customer needs. Marketing differs from selling in that it focuses on customer needs rather than pushing existing products. Marketing also occurs in a changing environment consisting of micro factors like suppliers and macro factors like the economy.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
The document discusses the key functions of marketing. It defines marketing and outlines its scope. The 7 main functions of marketing are identified as pricing, selling, financing, promoting, product/service management, distribution, and market information management. Marketing is summarized as the process of communicating the value of a product or service to customers through activities like market research, identifying target markets, and building customer relationships.
The document defines key marketing concepts such as markets, marketing, customer needs and wants. It discusses different marketing orientations like production, product and selling concepts. The marketing concept is customer-centric where customer satisfaction and value are priorities. Products can be consumer or industrial goods, classified based on purchase involvement. Marketing mix elements like product, price, place and promotion are also outlined.
Sales force management is crucial for establishing a recognized brand and involves investing significant funds in recruiting and training sales representatives. Effective sales force management requires managing customer relationships and generating sales leads. It also involves sales forecasting, order management, providing sales representatives with product knowledge, and selecting, training, and managing sales teams. The overall objective is to ensure current and future sales and profits by winning customers through representatives' communication, negotiation, and product knowledge skills.
Sales management involves planning, directing, and controlling a company's sales force to achieve sales goals in an effective and efficient manner. It includes tasks like recruiting, selecting, training, assigning territories, supervising, compensating the sales team. Personal selling is an important promotional method where a salesperson develops relationships with customers and negotiates to help them solve problems using the company's products or services. The personal selling process includes prospecting, preparing, making initial contact, presenting, handling objections, negotiating, closing the sale, and following up to maintain customer relationships.
Salespeople need to get sold on sales not just the sales process. One of the big questions any sales team needs clarification on is "what do you want me to do".
The document discusses various concepts related to marketing including definitions of marketing, core marketing concepts like needs, wants and demands, and different marketing orientations. It defines marketing as a social and managerial process to obtain what individuals and groups need and want through creating and exchanging products of value. It explains key concepts like needs, wants, demands, customer value and marketing as a function. It also summarizes different marketing orientations like the production concept, product concept, selling concept, marketing concept, consumer concept and social marketing concept. Finally, it discusses the benefits of marketing and purpose of marketing.
The document discusses key aspects of marketing, sales, and personal selling. It covers the four Ps of marketing (product, price, place, promotion), different sales roles and their responsibilities, relationship selling versus transactional selling, challenges of managing a sales force, and different sales strategies and techniques. It also outlines the importance of communication skills, ethics, and strategic thinking for salespeople to be successful.
This document discusses key aspects of sales management including:
1) The meaning of sales management as the attainment of sales goals through planning, staffing, training, leading, and controlling resources.
2) The importance of sales management due to the high costs of selling, salespeople being customer contact points, and personal selling being a major promotional method.
3) Emerging trends in sales management like developing a global perspective, leveraging new technologies, focusing on customer relationships, and emphasizing ethics.
This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria with weights, definitions and concepts of marketing from various experts, and discussions on key topics like the marketing process, selling vs marketing, the importance of marketing, what is marketed, key customer markets, and core marketing concepts. The assessment is based on online tests, a case study, group project, and an end-term exam.
This document provides an overview of the Marketing Management I course taught by Dhruva Chak. It includes the course textbooks, assessment criteria which is 50% from an end term exam, and marketing definitions from various sources including the Chartered Institute of Marketing, American Marketing Association, Philip Kotler, and Peter Drucker. Key marketing concepts are also summarized such as the marketing process, the difference between selling and marketing, that marketing is a frame of mind for an entire organization, and why marketing is important.
This document provides a summary of key concepts from the first chapter of a marketing management textbook. It discusses the value of marketing, the scope of marketing including what is marketed and who markets, core marketing concepts like needs and segmentation, new marketing realities from forces like technology and globalization, the importance of social responsibility, and how the marketplace has changed with new consumer capabilities. The overall summary is that the chapter introduces foundational topics in marketing management including definitions, concepts, trends shaping the field, and societal considerations.
- Marketing is an organizational function and set of processes for creating, communicating, and delivering value to customers and managing customer relationships to benefit the organization and stakeholders. Marketing management is choosing target markets and gaining, keeping, and growing customers through superior customer value.
- Marketers manage demand and operate in consumer, business, global, and nonprofit markets. Marketing affects the entire customer experience.
- Today's marketplace has fundamentally changed due to societal forces like technology, globalization, and social responsibility, creating new opportunities and challenges and changing marketing management. Companies seek the right balance of proven and innovative approaches.
This document discusses the evolution of sales management over time and key concepts in sales management. It covers:
1) Five eras of sales management: the simple trade era, production era, sales era, marketing department era, and marketing organization era.
2) The definition of sales management as planning, directing, and controlling personnel selling activities as well as broader marketing activities.
3) The objectives of sales management as achieving sales volume targets, contributing to profits, and continuous growth.
4) Emerging trends in sales management like the need for a global presence, innovative technologies, better customer relationship management, diversity, team-based selling, multi-channel operations, addressing ethical/social issues, and professional
This document discusses the nature and role of sales and marketing. It covers different types of selling like order-takers, order-creators, and order-getters. It also discusses the evolution of marketing orientation from a production focus to a sales focus to today's customer focus. The marketing mix of product, price, place, and promotion is explained as well as concepts like the product lifecycle and distribution channels.
Selling Skills of seller in the business field.pptxJamakala Obaiah
The document outlines 19 essential selling skills that sales professionals should develop, including communication skills, active listening skills, persuasive skills, collaboration skills, self-motivation skills, problem solving skills, negotiation skills, prospect education skills, understanding the purchasing process, interpersonal skills, questioning skills, time management skills, prospecting skills, social selling skills, storytelling skills, business acumen skills, and organization skills. Mastering these skills can help salespeople build rapport with customers, understand their needs, overcome objections, and ultimately close more deals.
This document provides an overview of key concepts in sales management. It discusses the evolution of modern sales management practices and the objectives of sales management in aligning sales strategies with organizational goals. Personal selling is described as involving oral conversations to provide solutions, expertise, and serve as an interface between organizations and customers. The document also examines different sales organization structures and the responsibilities, qualities, and legal/ethical obligations of sales personnel. Emerging trends in sales management are noted as increasingly utilizing technology, focusing on relationships and customer orientation, and employing diverse new selling methods.
Sales management involves managing a company's sales operations and applying sales techniques to maximize revenue and profit. It coordinates marketing and sales functions to jointly create customer and company value. The sales process involves prospecting, pre-approach research, approaching prospects, presenting/demonstrating products, handling objections, closing the sale, and following up. Sales management also designs sales force structures, recruits and trains salespeople, establishes compensation plans, supervises and motivates the sales team, and evaluates salesforce performance. Coordinating marketing and sales effectively is important for business success.
mba ist year course Marketing managemet.pptxmbadepartment5
The document provides an overview of key marketing concepts. It defines marketing as satisfying customer needs through the exchange of goods and services. The marketing concept holds that organizations should determine customer needs and meet them more effectively than competitors. There are various philosophies of marketing such as production, product, and selling concepts which focus on outputs rather than customer needs. Marketing differs from selling in that it focuses on customer needs rather than pushing existing products. Marketing also occurs in a changing environment consisting of micro factors like suppliers and macro factors like the economy.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
The document discusses the key functions of marketing. It defines marketing and outlines its scope. The 7 main functions of marketing are identified as pricing, selling, financing, promoting, product/service management, distribution, and market information management. Marketing is summarized as the process of communicating the value of a product or service to customers through activities like market research, identifying target markets, and building customer relationships.
The document defines key marketing concepts such as markets, marketing, customer needs and wants. It discusses different marketing orientations like production, product and selling concepts. The marketing concept is customer-centric where customer satisfaction and value are priorities. Products can be consumer or industrial goods, classified based on purchase involvement. Marketing mix elements like product, price, place and promotion are also outlined.
Similar to 1. Peran selling pada pemasaran.pptx (20)
2. Characteristics of modern selling
• Customer retention and deletion according to the Pareto Principle, 80 per cent of a company’s sales
come from 20 per cent of its customers. This means that it is vital to devote considerable resources to
retaining existing high-volume, high-potential and highly profitable customers
• Database and knowledge managementthe modern sales force needs to be trained in the use
and creation of customer databases, and how to use the internet to aid the sales task (e.g. finding
customer and competitor information)
• Customer relationship managementcustomer relationship management requires that the sales force
focuses on the long term and not simply on closing the next sale.1 The emphasis should be on creating
win–win situations with customers so that both parties to the interaction gain and want to continue the
relationship
3. Characteristics of modern selling
• Marketing the product: the modern salesperson is involved in a much broader range of activities
than simply planning and making a sales presentation. Indeed, face-to-face presentations can
now sometimes be replaced by information presented on web pages and by email attachments
attachments that give the customer up-to-date information on many topics more quickly and
comprehensively, and in a more time-convenient manner than many face-to-face interactions.
• Problem solving and system selling much of modern selling, particularly in business to business
situations, is based upon the salesperson acting as a consultant working with the customer to identify
problems, determine needs and propose and implement effective solutions
•
4. Characteristics of modern selling
• Satisfying needs and adding value: the modern salesperson must have the ability to identify and
satisfy customer needs. Some customers do not recognise they have a need. It is the
salesperson’s job in such situations to stimulate need recognition
6. Success factors for professional
salespeople
A key issue for aspiring and current salespeople and sales managers is an understanding of
the key success factors in selling. A study by Marshall, Goebel and Moncrief (2003) asked
sales managers to identify the skills and knowledge required to be successful in selling
7. Success factors for professional
salespeople
1 Listening skills
2 Follow-up skills
3 Ability to adapt sales style from situation to situation
4 Tenacity — sticking to the task
5 Organisational skills
6 Verbal communication skills
7 Proficiency in interacting with people at all levels within an organisation
8 Demonstrated ability to overcome objections
9 Closing skills
10 Personal planning and time management skills
8. Types of selling
Order-takers
• Inside order-takers Here the customer has full freedom to choose products without the presence
presence of a salesperson. The sales assistant’s task is purely transactional – receiving payment and
passing over the goods. Another form of inside order-taker is the telemarketing sales team who
support field sales by taking customers’ orders over the telephone.
• Delivery salespeople The salesperson’s task is primarily concerned with delivering the product. In
the UK, milk, newspapers and magazines are delivered to the door. There is little attempt to
persuade the household to increase the milk order or number of newspapers taken: changes in
order size are customer-driven. Winning and losing orders will be dependent on reliability of
delivery and the personality of the salesperson
9. Types of selling
• Outside order-takersThese salespeople visit customers, but their primary function is to
respond to customer requests rather than actively seek to persuade. Outside order-takers do
not deliver, and to a certain extent they are being replaced by more cost-efficient telemarketing
telemarketing teams.
Order-creators
• Missionary salespeopleIn some industries, notably the pharmaceutical industry, the sales task is
not to close the sale but to persuade the customer to specify the seller’s products. For example,
medical representatives calling on doctors cannot make a direct sale since the doctor does not
buy drugs personally, but prescribes (specifies) them for patients
10. Types of selling
Order-getters
• Technical support salespeople The task of this type of salesperson is to provide sales
support to front-line salespeople, so they are normally considered to belong in the order-
getters group. Where a product is highly technical and negotiations are complex, a salesperson
may be supported by product and financial specialists who can provide the detailed technical
information required by customers
• MerchandisersThese people provide sales support in retail and wholesale selling situations.
Orders may be negotiated nationally at head office, but sales to individual outlets are
supported by merchandiser who give advice on display, implement sales promotions, check
stock levels and maintain contact with store managers.
11. Selling as a career
There are a number of key qualities that are generally recognised as being important:
• Empathy and an interest in people:
• Ability to communicate
• Determination
• Self-discipline and resilience
14. Perhaps the most notable difference between pre- and post-marketing orientated companies is
the fact that sales are later seen to be a part of the activity of the marketing function.
In the marketing orientated company, the marketing function takes on a much wider controlling
and coordinating role across the range of company activities. This facet of marketing orientation
is often misunderstood by those in sales, and a great deal of resentment is often engendered
between sales and marketing
Selling is only a part of the total marketing programme of a company, and this total effort should
be coordinated by the marketing function. The marketing concept, however, does not imply that
sales activities are any less important, or that marketing executives should hold the most senior
positions in a company.
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PELLENTESQUE HABITANT MORBI
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