Selling and sales management

A marketing department in an organization has the goals of increasing the desirability and value to the customer and increasing the number and engagement of interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as advertisingsales promotionpublicityand public relationscreating new sales channelsor creating new products new product developmentamong other things. Social values also play a major role in consumer decision processes.

Selling and sales management

This course, which is run wholly online, is designed to give either existing salespeople or others looking to break into sales a greater insight into the profession of selling and sales management.

David W. Cravens, Kenneth Le Meunier‐FitzHugh, and Nigel F. Piercy

Programme Aims and Objectives Selling is one of those activities where success is based largely on experience. On completion of this online programme students should have acquired the skills to: DBS Online Diploma students can avail of facilities to assist them in every aspect of their studies, please see below for more details.

Selling and sales management

DBS Student Facilities Online Learning Environment - is an eLearning system designed to provide you with a range of course material, interactive education sessions, and is home to your virtual online classroom which will enhance and support your learning experience within DBS.

DBS Online Library - The Online Library provides a programme of introductory videos and virtual classroom sessions in the areas of Library resources, essay writing skills, avoiding plagiarism and referencing to assist you in your studies.Selling and Sales Management 8/e is an essential resource for all marketing and management students and practitioners, in particular those with specific interests in the world of sales.

The text is split into five logical parts.

Selling and sales management

The Sales Board is your authoritative source on Sales Skills and Sales Training Knowledge. We offer an extensive database of sales resources. We are the Creators of Action Selling and Action Selling CRP, our Best-in-Class Sales Training and Customer Service Training programs.

Sales managers typically enter the occupation from other sales and related occupations, such as retail sales workers, wholesale and manufacturing sales representatives, or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes experience in related occupation: Less than 5 years. List of figures. List of tables. About the authors. Preface. Acknowledgements. Part 1 Sales perspective. 1 Development and role of selling in marketing. Mar 27,  · Liberty University’s % online bachelor’s degree in Business Administration – Marketing: Sales Management and Professional Selling will help you pursue excellence in a Author: Cjbelcher.

Personal Selling and Sales Force Management: Chapter 21 SUMMARY: Personal selling is the face-to-face interaction of a seller with a potential buyer wherein the seller tries to persuade the buyer to purchase the product or service he is promoting on behalf of a company.

Price negotiation and sales/service cost management are two more important parts of the sales force role in profitability management. The final one is account selection.

Book Details

Some accounts will never be good ones because their interests in buying are so different from the vendor's in selling. The Selling Power blog is dedicated to an exchange of sales management knowledge, sales leadership, and new ideas to foster a greater understanding of what increases sales productivity and .

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