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    Lecture 1 Introduction To Selling and Sales Management

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    mchandrakumar
    Selling is defined as the last step in the chain of commerce where a buyer exchanges cash for a seller's good or service. Sales management is defined as a systematic process that involves (1) formulating a sales strategy through developing account management policies, sales force compensation policies, sales revenue forecasts, and a sales plan, (2) implementing the sales strategy through selecting, training, motivating, and supporting the sales force and setting sales revenue targets, and (3) managing the sales force through developing and implementing sales performance monitoring and evaluation methods and analyzing associated behavioral patterns and costs.

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    Lecture 1 Introduction To Selling and Sales Management

    Uploaded by

    mchandrakumar
    13 views1 page
    Selling is defined as the last step in the chain of commerce where a buyer exchanges cash for a seller's good or service. Sales management is defined as a systematic process that involves (1) formulating a sales strategy through developing account management policies, sales force compensation policies, sales revenue forecasts, and a sales plan, (2) implementing the sales strategy through selecting, training, motivating, and supporting the sales force and setting sales revenue targets, and (3) managing the sales force through developing and implementing sales performance monitoring and evaluation methods and analyzing associated behavioral patterns and costs.

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    Lecture 1 Introduction to Selling and Sales Management

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    Selling is defined as the last step in the chain of commerce where a buyer exchanges cash for a seller's good or service. Sales management is defined as a systematic process that involves (1) formulating a sales strategy through developing account management policies, sales force compensation policies, sales revenue forecasts, and a sales plan, (2) implementing the sales strategy through selecting, training, motivating, and supporting the sales force and setting sales revenue targets, and (3) managing the sales force through developing and implementing sales performance monitoring and evaluation methods and analyzing associated behavioral patterns and costs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    13 views1 page

    Lecture 1 Introduction To Selling and Sales Management

    Uploaded by

    mchandrakumar
    Selling is defined as the last step in the chain of commerce where a buyer exchanges cash for a seller's good or service. Sales management is defined as a systematic process that involves (1) formulating a sales strategy through developing account management policies, sales force compensation policies, sales revenue forecasts, and a sales plan, (2) implementing the sales strategy through selecting, training, motivating, and supporting the sales force and setting sales revenue targets, and (3) managing the sales force through developing and implementing sales performance monitoring and evaluation methods and analyzing associated behavioral patterns and costs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
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    Lecture 1 Introduction to selling and sales management

    Selling

    Definition
    Last step in the chain of commerce where a buyer exchanges cash for a seller's good or
    service. In business, "nothing happens until someone sells something."

    Sales management

    Definition
    Systematic process involving: (1) formulation of sales strategy through development of
    account management policies, sales force compensation policies, sales revenue forecasts,
    and sales plan, (2) implementation of sales strategy through selecting, training,
    motivating, and supporting the sales force, setting sales revenue targets, and (3) sales
    force management through development and implementation of sales performance,
    monitoring, and evaluation methods, and analysis of associated behavioral patterns and
    costs.

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