Sales Management

Sales Management
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Sales Management

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About this eBook

UNIT 1 INTRODUCTION TO SALES MANAGEMENT Structure 1.0 1.1 1.2 1.3 1.4
Objectives Introduction Sales and Distribution Strategy Role in the Exchange Process Interdependence of Sales and Distribution Sales Management Formulation of Sales Strategy 1.4.1 1.4.2 1.4.3 1.4.4 1.4.5 1.4.6
Assessment of Competitive Situation and Corporate Goals Setting Sales Objectives Determination of the Type of Sales Force Needed Determination of the Size of the Sales Force Organising the Sales Effort Territory Design Establishing and Managing Channel Support and Coordination
1.5 1.6 1.7 1.8 1.9
Framework for Joint Decision Making in Sales and Distribution Management Selling in Tourism Let Us Sum Up Key Words Clues to Answers
1.0
OBJECTIVES
After reading the Unit you should be able to
explain the scope of sales functions,
describe the interdependence between sales and distribution functions,