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Selling And Negotiation Skills 1st Sem Mms

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R
rajvinderkaur

selling n negotiation notes

BusinessEducation
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Selling and negotiation skills ,[object Object],[object Object],[object Object]
Selling and negotiation skills ,[object Object],[object Object]
Selling and negotiation skills ,[object Object],[object Object]
Responsibilities of a sales executive ,[object Object],[object Object],[object Object]
Responsibilities towards the organization ,[object Object],[object Object],[object Object]
Responsibilities towards the customer ,[object Object],[object Object]
Responsibilities towards the customer ,[object Object],[object Object]
Responsibilities to the society ,[object Object],[object Object]
Evolution of the sales department ,[object Object],[object Object],[object Object]
Evolution of the sales department ,[object Object],[object Object]
Evolution of the sales department ,[object Object],[object Object]
Sales executive as a-coordinator ,[object Object],[object Object],[object Object],[object Object]
Organization and co-ordination ,[object Object],[object Object]
Planning and co-ordination ,[object Object],[object Object]
Planning and co-ordination ,[object Object],[object Object]
Coordination with other elements ,[object Object],[object Object]
Coordination with other elements ,[object Object],[object Object]
Co-ordination with distributive network ,[object Object],[object Object],[object Object],[object Object]
Coordination and implementation of overall marketing strategy ,[object Object]
Personal selling situations ,[object Object],[object Object],[object Object]
Service selling ,[object Object],[object Object]
Service selling ,[object Object]
Service selling ,[object Object],[object Object]
Developmental selling ,[object Object],[object Object]
Developmental-but unusual creativity ,[object Object]
Developmental-but unusual creativity ,[object Object]
Is selling an art or science? ,[object Object],[object Object],[object Object],[object Object]
Selling theories- ,[object Object],[object Object],[object Object],[object Object]
1)AIDAS ,[object Object],[object Object]
How to create interest? ,[object Object],[object Object],[object Object]
Kindling desire ,[object Object],[object Object]
Kindling desire ,[object Object]
Kindling desire ,[object Object],[object Object]
Inducing action ,[object Object],[object Object],[object Object]
Building satisfaction ,[object Object],[object Object]
Building satisfaction ,[object Object],[object Object],[object Object]
2)’Right set of circumstances’-theory ,[object Object]
2)’Right set of circumstances’-theory ,[object Object],[object Object]
3)Buying formula-theory of selling ,[object Object]
3)Buying formula-theory of selling ,[object Object]
3)Buying formula-theory of selling ,[object Object]
3)Buying formula-theory of selling ,[object Object]
3)Buying formula-theory of selling ,[object Object]
3)Buying formula-theory of selling ,[object Object],[object Object]
Behavioral equation theory (j.a.howard) ,[object Object],[object Object],[object Object]
equation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Summary of J A Howard theory ,[object Object]
Summary of J A Howard theory ,[object Object]
prospecting ,[object Object],[object Object],[object Object]
prospecting ,[object Object],[object Object],[object Object]
Formulating prospect definition- ,[object Object],[object Object],[object Object]
Formulating prospect definition- ,[object Object],[object Object],[object Object]
Searching out potential accounts ,[object Object],[object Object],[object Object]
Searching out potential accounts ,[object Object],[object Object],[object Object]
Searching out potential accounts ,[object Object],[object Object],[object Object]
Searching out potential accounts ,[object Object],[object Object],[object Object]
Qualifying prospects and determining probable requirements ,[object Object],[object Object]
Relating company products to each prospect’s requirements ,[object Object],[object Object]
Relating company products to each prospect’s requirements ,[object Object],[object Object]
Sales resistance- ,[object Object],[object Object],[object Object]
Obstacles to sales ,[object Object],[object Object]
Sales objections ,[object Object],[object Object]
Sales objections ,[object Object],[object Object]
Sales objections ,[object Object],[object Object]
Handling objections ,[object Object]
Handling objections ,[object Object],[object Object]
Closing sales ,[object Object]
Closing sales ,[object Object]
Closing sales ,[object Object]
closing ,[object Object],[object Object]
closing ,[object Object]
closing ,[object Object],[object Object]
In-direct close ,[object Object]
In-direct close ,[object Object]
In-direct close ,[object Object]
Direct close ,[object Object]
Direct close ,[object Object],[object Object]
Personal selling- qualitative objectives ,[object Object],[object Object]
Personal selling- qualitative objectives ,[object Object]
Personal selling-qualitative objectives ,[object Object],[object Object]
Personal selling- qualitative objectives ,[object Object],[object Object]
Personal selling-qualitative objectives ,[object Object],[object Object],[object Object]
Quantitative objectives ,[object Object],[object Object]
Quantitative objectives ,[object Object],[object Object],[object Object]
Some definitions- ,[object Object]
Some definitions- ,[object Object]
Some definitions- ,[object Object]
Sales forecasting methods ,[object Object],[object Object],[object Object],[object Object]
Sales forecasting methods ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales related marketing policies ,[object Object],[object Object],[object Object]
Product policies ,[object Object],[object Object],[object Object]
Product policies ,[object Object],[object Object],[object Object],[object Object]
Policies on distribution intensity ,[object Object],[object Object],[object Object]
Pricing policies ,[object Object],[object Object]
Pricing policies ,[object Object],[object Object]
Pricing policies ,[object Object],[object Object]
Pricing policies ,[object Object],[object Object],[object Object]
Choice of basic selling style ,[object Object],[object Object],[object Object],[object Object]
The effective sales executive ,[object Object]
The effective sales executive ,[object Object]
The effective sales executive ,[object Object],[object Object],[object Object]
Causes of turnover of sales personnel ,[object Object],[object Object],[object Object],[object Object],[object Object]
Causes of turnover of sales personnel ,[object Object],[object Object],[object Object]
Causes of turnover of sales personnel ,[object Object],[object Object],[object Object]
Causes of turnover-not controlled by the company ,[object Object],[object Object],[object Object]
Causes of turnover-not controlled by the company ,[object Object],[object Object],[object Object],[object Object]
Sales job analysis- ,[object Object],[object Object],[object Object]
Sales job analysis- ,[object Object],[object Object]
Sales job analysis- ,[object Object],[object Object]
Sales job description ,[object Object],[object Object],[object Object]
Sales job description ,[object Object],[object Object],[object Object]
Duties and responsibilities-check list-for sales job description ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales- ,[object Object],[object Object],[object Object],[object Object]
Sales- ,[object Object],[object Object],[object Object],[object Object],[object Object]
service ,[object Object],[object Object],[object Object]
service ,[object Object],[object Object],[object Object],[object Object]
Territory management ,[object Object],[object Object],[object Object]
Sales promotion ,[object Object],[object Object]
Sales promotion ,[object Object],[object Object],[object Object]
executive ,[object Object],[object Object]
executive ,[object Object],[object Object],[object Object]
executive ,[object Object],[object Object]
executive ,[object Object],[object Object],[object Object]
goodwill ,[object Object],[object Object],[object Object]
Recruiting sales personnel ,[object Object],[object Object]
Sources within the company- ,[object Object],[object Object],[object Object]
Sources outside the company- ,[object Object],[object Object],[object Object],[object Object]
Sources outside the company- ,[object Object],[object Object],[object Object],[object Object],[object Object]
Recruiting effort- ,[object Object],[object Object],[object Object],[object Object],[object Object]
Selecting sales personnel ,[object Object],[object Object],[object Object]
Selecting sales personnel ,[object Object],[object Object],[object Object],[object Object]
Planning sales training programs ,[object Object],[object Object]
Planning sales training programs ,[object Object]
Planning sales training programs ,[object Object]
content ,[object Object],[object Object]
content ,[object Object]
content ,[object Object]
Training methods (group/individual) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Training methods ,[object Object],[object Object]
Training methods ,[object Object]
Training methods ,[object Object]
Training methods ,[object Object]
Executing and evaluating sales training programs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Philosophies of sales training ,[object Object]
Philosophies of sales training ,[object Object]
Organization for sales training ,[object Object],[object Object],[object Object],[object Object]
Who will be the trainees? ,[object Object],[object Object],[object Object]
Who will be the trainees? ,[object Object],[object Object],[object Object]
Who will do the training? ,[object Object],[object Object]
Who will do the training? ,[object Object],[object Object],[object Object]
When will the training take place? ,[object Object],[object Object]
When will the training take place? ,[object Object],[object Object]
Training site decisions- ,[object Object],[object Object]
Training site decisions- ,[object Object],[object Object]
Instructional materials and training aids ,[object Object],[object Object],[object Object],[object Object]
manuals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
manuals ,[object Object],[object Object],[object Object]
manuals ,[object Object],[object Object],[object Object]
Other printed materials ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Training aids ,[object Object],[object Object]
Training aids ,[object Object]
Training aids ,[object Object],[object Object]
Training aids ,[object Object]
Training aids ,[object Object]
Training aids ,[object Object]
Training aids ,[object Object]
Advance assignments ,[object Object],[object Object]
Advance assignments ,[object Object],[object Object]
Evaluating sales training programs ,[object Object],[object Object],[object Object]
Evaluating sales training programs ,[object Object],[object Object]
Evaluating sales training programs ,[object Object],[object Object]
Evaluating sales training programs ,[object Object],[object Object]
Evaluating sales training programs ,[object Object],[object Object]
Evaluating sales training programs ,[object Object]
Evaluating sales training programs ,[object Object]
Evaluating sales training programs ,[object Object],[object Object]
Motivating sales personnel ,[object Object]
Why motivation for sales people? ,[object Object],[object Object]
Why motivation for sales people? ,[object Object],[object Object]
Why motivation for sales people? ,[object Object],[object Object]
Why motivation for sales people? ,[object Object],[object Object],[object Object]
How to reduce conflict of salespeople? ,[object Object],[object Object]
Motivation theories ,[object Object]
Motivation theories ,[object Object],[object Object]
Motivation theories ,[object Object],[object Object]
Motivation theories ,[object Object],[object Object]
Motivation theories ,[object Object],[object Object],[object Object]
Motivation theories ,[object Object]
Motivation theories ,[object Object],[object Object]
Expectancy model-Vroom ,[object Object]
Other issues in motivating sales personnel ,[object Object],[object Object],[object Object],[object Object],[object Object]
Compensating sales personnel ,[object Object],[object Object]
Compensating sales personnel ,[object Object],[object Object]
When total overhauling of plan? ,[object Object],[object Object]
7 requirements of a good compensation plan- ,[object Object],[object Object],[object Object]
7 requirements of a good compensation plan- ,[object Object],[object Object],[object Object],[object Object]
Devising a sales compensation plan ,[object Object],[object Object]
Devising a sales compensation plan- ,[object Object],[object Object],[object Object]
Devising a sales compensation plan- ,[object Object],[object Object],[object Object],[object Object],[object Object]
Define the sales job ,[object Object],[object Object]
Define the sales job ,[object Object],[object Object]
General compensation structure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Simple ranking ,[object Object],[object Object],[object Object]
Simple ranking ,[object Object],[object Object],[object Object]
Classification or grading ,[object Object]
Classification or grading ,[object Object],[object Object]
Point system ,[object Object],[object Object],[object Object]
Point system ,[object Object],[object Object]
Point system ,[object Object],[object Object]
Factor-comparison method ,[object Object],[object Object]
Factor-comparison method ,[object Object]
Factor-comparison method ,[object Object],[object Object]
Factor-comparison method ,[object Object]
Factor-comparison method ,[object Object]
Factor-comparison method ,[object Object]
Factor-comparison method ,[object Object],[object Object]
Compensation patterns in community and industry ,[object Object],[object Object]
Compensation patterns in community and industry ,[object Object],[object Object]
Compensation patterns in community and industry ,[object Object],[object Object]
4-determine compensation level ,[object Object],[object Object]
4-determine compensation level ,[object Object]
4-determine compensation level ,[object Object],[object Object]
Similar companies but different pay? Possibilities- ,[object Object],[object Object]
Similar companies but different pay? Possibilities- ,[object Object]
Similar companies but different pay? Possibilities- ,[object Object]
5-provide for the various compensation elements ,[object Object],[object Object],[object Object]
5-provide for the various compensation elements ,[object Object]
5-provide for the various compensation elements ,[object Object],[object Object]
Special company needs and problems ,[object Object]
Special company needs and problems ,[object Object],[object Object]
Special company needs and problems ,[object Object],[object Object]
Special company needs and problems ,[object Object],[object Object]
Special company needs and problems ,[object Object],[object Object],[object Object]
Consult the present sales force ,[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object],[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object],[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object],[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object]
Reduce tentative plan to writing and pre-test it ,[object Object],[object Object]
revise ,[object Object],[object Object],[object Object]
Implement the plan and provide for follow-up ,[object Object],[object Object]
Implement the plan and provide for follow-up ,[object Object]
Implement the plan and provide for follow-up ,[object Object],[object Object]
Implement the plan and provide for follow-up ,[object Object]
Implement the plan and provide for follow-up ,[object Object],[object Object]
Implement the plan and provide for follow-up ,[object Object],[object Object],[object Object]
Types of compensation plans ,[object Object],[object Object],[object Object]
Straight salary ,[object Object],[object Object]
Straight salary ,[object Object],[object Object]
Straight salary ,[object Object],[object Object],[object Object]
Straight salary-advantages ,[object Object],[object Object],[object Object],[object Object]
Straight salary-advantages fro salesman ,[object Object],[object Object]
Straight salary-disadvantages ,[object Object],[object Object],[object Object]
Straight salary-disadvantages ,[object Object],[object Object]
Straight salary-disadvantages ,[object Object],[object Object]
Straight commission ,[object Object],[object Object],[object Object]
Straight commission ,[object Object],[object Object],[object Object]
Straight commission ,[object Object]
Straight commission ,[object Object],[object Object],[object Object]
Advantages-straight commission ,[object Object]
Advantages-straight commission ,[object Object],[object Object]
Disadvantages-straight commission ,[object Object],[object Object]
Disadvantages-straight commission ,[object Object]
Disadvantages-straight commission ,[object Object],[object Object]
Determining commission base ,[object Object],[object Object],[object Object]
Determining commission base ,[object Object],[object Object],[object Object]
Drawing accounts ,[object Object],[object Object],[object Object]
Drawing accounts ,[object Object]
Drawing accounts ,[object Object],[object Object]
Salary and incentive combination plan-advantages ,[object Object],[object Object]
Salary and incentive combination plan-advantages ,[object Object],[object Object],[object Object]
Disadvantages of combination plan ,[object Object],[object Object],[object Object]
bonus ,[object Object],[object Object]
bonus ,[object Object],[object Object]
bonus ,[object Object],[object Object]
bonus ,[object Object],[object Object]
Fringe benefits ,[object Object]
Fringe benefits ,[object Object],[object Object]
Why fringe benefits? ,[object Object],[object Object],[object Object]
Fringe benefits-possible for sales personnel ,[object Object],[object Object]
Fringe benefits-possible for sales personnel ,[object Object]
Fringe benefits-possible for sales personnel ,[object Object]
Fringe benefits-possible for sales personnel ,[object Object]
Managing expenses of sales personnel ,[object Object],[object Object],[object Object]
Managing expenses of sales personnel ,[object Object],[object Object]
Managing expenses of sales personnel ,[object Object],[object Object]
Managing expenses of sales personnel ,[object Object]
Managing expenses of sales personnel ,[object Object]
Managing expenses of sales personnel ,[object Object]
Reimbursement of sales expenses-policies and practices ,[object Object],[object Object]
2 common sense principles for expense reimbursement policies ,[object Object],[object Object]
Sales personnel paying their own expenses ,[object Object],[object Object],[object Object]
Sales personnel paying their own expenses ,[object Object],[object Object],[object Object]
Full or partial reimbursement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How a expense reimbursement policy should be? ,[object Object]
How a expense reimbursement policy should be? ,[object Object]
How a expense reimbursement policy should be? ,[object Object],[object Object]
How a expense reimbursement policy should be? ,[object Object],[object Object],[object Object]
Methods of controlling and reimbursing expenses of sales personnel ,[object Object],[object Object],[object Object],[object Object]
Flat expense account ,[object Object],[object Object],[object Object],[object Object]
Flat expense account ,[object Object],[object Object]
Flat expense account ,[object Object],[object Object]
Flexible expense account ,[object Object],[object Object],[object Object]
Flexible expense account ,[object Object],[object Object]
Flexible expense account ,[object Object],[object Object]
Flexible expense account ,[object Object]
Flexible expense account ,[object Object]
Flexible expense account ,[object Object]
Honor system ,[object Object],[object Object],[object Object],[object Object],[object Object]
Honor system ,[object Object],[object Object]
Honor system ,[object Object],[object Object],[object Object]
Expense quota ,[object Object],[object Object],[object Object]
Expense quota ,[object Object]
Expense quota ,[object Object],[object Object]
Reimbursement of automobile expenses ,[object Object],[object Object],[object Object],[object Object],[object Object]
Flat mileage rate ,[object Object],[object Object],[object Object]
Flat mileage rate ,[object Object],[object Object]
Flat mileage rate ,[object Object],[object Object]
Graduated mileage rate ,[object Object],[object Object],[object Object]
Fixed periodic allowance ,[object Object],[object Object]
Fixed periodic allowance ,[object Object],[object Object]
Fixed periodic and mileage rate combination ,[object Object]
Fixed periodic and mileage rate combination ,[object Object],[object Object]
Runzheimer plan ,[object Object],[object Object]
Runzheimer plan ,[object Object]
Runzheimer plan ,[object Object]
Runzheimer plan ,[object Object]
Sales meetings and sales contests ,[object Object],[object Object],[object Object]
Sales meetings and sales contests ,[object Object],[object Object],[object Object]
aims ,[object Object],[object Object],[object Object]
aims ,[object Object],[object Object]
aims ,[object Object],[object Object]
Content-(agenda) ,[object Object],[object Object],[object Object]
Content-(agenda) ,[object Object],[object Object],[object Object]
method ,[object Object],[object Object]
method ,[object Object],[object Object]
Execution ,[object Object],[object Object],[object Object],[object Object]
Execution ,[object Object],[object Object],[object Object],[object Object],[object Object]
evaluation ,[object Object]
National sales meetings ,[object Object],[object Object]
National sales meetings ,[object Object],[object Object]
Drawbacks of national meetings- ,[object Object]
Drawbacks of national meetings- ,[object Object],[object Object]
Regional sales meetings ,[object Object],[object Object]
Regional sales meetings ,[object Object],[object Object]
Regional sales meetings- disadvantages ,[object Object],[object Object]
Regional sales meetings- disadvantages ,[object Object],[object Object]
Opposition to national and regional sales meetings ,[object Object],[object Object]
Opposition to national and regional sales meetings ,[object Object],[object Object]
Local sales meetings ,[object Object],[object Object]
Local sales meetings ,[object Object],[object Object]
Remote control and traveling sales meetings ,[object Object],[object Object],[object Object],[object Object]
Closed circuit television ,[object Object],[object Object],[object Object]
Sales meetings by telephone ,[object Object],[object Object],[object Object],[object Object]
Sales meetings at home- ,[object Object],[object Object],[object Object]
Sales meetings at home- ,[object Object],[object Object],[object Object],[object Object]
Traveling sales meetings ,[object Object],[object Object]
Traveling sales meetings ,[object Object],[object Object]
Sales contests-why? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales contests-why? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Contest formats- ,[object Object],[object Object]
Themes for novelty formats ,[object Object],[object Object],[object Object],[object Object],[object Object]
Themes for novelty formats ,[object Object],[object Object],[object Object],[object Object],[object Object]
Themes for novelty formats ,[object Object]
Themes for novelty formats ,[object Object]
Races ,[object Object],[object Object]
Card-games ,[object Object],[object Object],[object Object],[object Object]
Hunting or fishing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Travel- ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
climbing ,[object Object],[object Object],[object Object],[object Object],[object Object]
The rising thermometer,pressure,gauge etc
Building contests ,[object Object],[object Object],[object Object],[object Object]
military ,[object Object],[object Object],[object Object],[object Object],[object Object]
Clothing contests ,[object Object]
Contest prizes ,[object Object],[object Object],[object Object],[object Object]
cash ,[object Object]
cash ,[object Object]
Cash-disadvantages ,[object Object],[object Object]
merchandise ,[object Object],[object Object]
merchandise ,[object Object],[object Object]
Merchandise-selection ,[object Object],[object Object],[object Object]
travel ,[object Object],[object Object]
Special honors or privileges ,[object Object],[object Object],[object Object],[object Object]
Special honors or privileges ,[object Object],[object Object]
Special honors or privileges ,[object Object],[object Object]
How many prizes and how should they be awarded? ,[object Object],[object Object],[object Object]
Contest duration ,[object Object],[object Object]
Contest promotion ,[object Object],[object Object],[object Object]
Contest promotion ,[object Object],[object Object]
Contest promotion ,[object Object],[object Object]
Managerial evaluation of contests ,[object Object],[object Object]
Managerial evaluation of contests ,[object Object],[object Object]
Short and long-term effects ,[object Object],[object Object]
Short and long-term effects ,[object Object],[object Object]
design ,[object Object]
design ,[object Object]
fairness ,[object Object]
fairness ,[object Object],[object Object]
Impact upon sales force morale ,[object Object]
Impact upon sales force morale ,[object Object],[object Object]
Objections to sales contests ,[object Object],[object Object],[object Object],[object Object]
Objections to sales contests ,[object Object],[object Object]
Objections to sales contests ,[object Object]
Objections to sales contests ,[object Object],[object Object]
New topic-Controlling sales personnel-evaluating and supervising ,[object Object],[object Object],[object Object],[object Object],[object Object]
Quantitative performance standards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Quantitative performance standards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
quotas ,[object Object]
quotas ,[object Object],[object Object]
Selling expense ratio ,[object Object],[object Object]
Selling expense ratio-shortcomings ,[object Object]
Selling expense ratio-shortcomings ,[object Object]
Selling expense ratio-shortcomings ,[object Object],[object Object]

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Selling And Negotiation Skills 1st Sem Mms

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