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Table Of Contents

Co-ordination with distributive network
Personal selling situations
Developmental selling
Is selling an art or science?
Selling theories-
1)AIDAS
How to create interest?
Inducing action
Behavioral equation theory (j.a.howard)
equation
Sales resistance-
Obstacles to sales
Sales related marketing policies
Policies on distribution intensity
Choice of basic selling style
Territory management
goodwill
Recruiting sales personnel
Sources within the company-
Recruiting effort-
Training methods (group/individual)
Executing and evaluating sales training programs
Organization for sales training
Instructional materials and training aids
Other printed materials
Motivating sales personnel
How to reduce conflict of salespeople?
Expectancy model-Vroom
Other issues in motivating sales personnel
When total overhauling of plan?
Devising a sales compensation plan
General compensation structure
Consult the present sales force
revise
Types of compensation plans
Straight salary-advantages
Straight salary-advantages fro salesman
Disadvantages of combination plan
Why fringe benefits?
Full or partial reimbursement
Reimbursement of automobile expenses
Graduated mileage rate
evaluation
Remote control and traveling sales meetings
Closed circuit television
Sales meetings by telephone
Contest formats-
Races
Card-games
Hunting or fishing
Travel-
climbing
Building contests
military
Clothing contests
Contest prizes
Cash-disadvantages
Merchandise-selection
travel
How many prizes and how should they be awarded?
Contest duration
Selling expense ratio
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Selling and Negotiation Skills-1st Sem-mms

Selling and Negotiation Skills-1st Sem-mms

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Published by: hemlataYadav on Nov 05, 2010
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11/17/2013

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