PERSONAL SELLING AND SALES MANAGEMENT I

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Learning Outcomes

will be able to explain the concepts of sales management, personel selling and sales task.
will be able to summarize history of sale stages.
will be able to explain the personel sale strategies and environmental factors that affect the personel sales.
will be able to explain the preparations before contact the customer, how and when salesperson deal with a customer, ways of identifying customer needs and submission of the product to the customer.
will be able to comprehend the stages of sales process in retail.
will be able to explain the preparations before contact the customer, how and when salesperson deal with a customer, ways of identifying customer needs and submission of the product to the customer.
will be able to recognize the formal and non-formal structures in sales organizations, what are the differences between them, the basic principles of organizations of sales force.
will be able to understand how the corporation take centralization or non-centralization decision which carried out activities in sales force organization.
will have information about sales forecasts and sales forecasting methods.
will be able to explain how to calculate the effiency of sales, sales budget concepts and the stage of budget process.
will be able to explain what are the issues that must be given importance to the budget planing, process of sales control and analyze.
will understand how the sales regions are determined, benefits of determine the sale region and which methods used for appointment of salesperson to the sales area.
will have information about how to determine sales quotas and time management skills.
will be able to comprehend the elements of importance in determining the quantity and quality of sales force, which resources can be used for employ salesperson, the process of selection and recruitment of salesperson.
will be able to explain the purposes of sales training, the topics to be included in the content of sales training and how the sales training can be organized.
will have information about definition of motivation, importance of motivation for salesperson and corporation, theories which regard salesperson motivation issuses and instruments which may be effective in motivating salesperson.
will be able to explain the reasons for salesperson’s performance valuation, the methods used for performance evaluation, the reasons for auditing saleperson and qualitative and quantitative performance standarts used in performance evaluation of salesperson.