What is Sales Manager? Sales management requires constant practice and learning just like any professional sport; practice makes a manager perfect. Sales Managers are the face and interface of an organization. Management of sales personnel is both an art and a science. It is an art because many skills cannot be learned from a textbook.
What is Market Demand? Market demand for a product is the total volume that would be bought by a defined customer group in a given geographical area in a defined time period in a defined marketing environment under a defined marketing program. Determinants of Market Demand There are 8 determinants of market demand as described
The current trends of globalization and technological advances, particularly. The advances in information technology have changed the way business is done. The distinction between marketing and selling is slowly being reduced, in fact, the two activities are merging into one. A salesman starts with the customer by identifying customer needs and then designs the product
Functions of Staffing The staff functions mean the support functions that are performed to help the time functions that are directly working towards the achievement of company objectives. The important functions of staffing are explained herein: Marketing Research The sales personnel are in direct touch with the customers. They are best aware of their needs
All selling processes contain the same basic steps, though the detail of each step and the time required to complete it will vary according to the product that is being sold. For example, a door-to-door sales representative may go through all the steps from prospecting to the closing of the sale in a matter of
What is Personal Selling? Personal selling is an important aspect of marketing and is a broader concept than salesmanship. Personal Selling is an overall activity and salesmanship is one aspect of personal selling. In fact, salesmanship is one of the skills used in personal selling. Personal selling together with other marketing elements such as pricing,
What is Bullwhip Effect? The bullwhip effect derives its analogy from the whip used for taming bulls used in a bullock cart. The force applied at the rear end gets multiplied largely in the front end lashed at the bullock. A similar scenario prevails with fluctuations at one end that traverse through the chain. Fluctuations
What is Supply Chain Management? Supply Chain Management is a process ensuring a smooth flow of goods and information along the chain from the supplier/producers’ end to the customers’ end. The process is an integrated whole of various business functions including customer orders, distribution, logistics, and delivery of goods, alongside the flow of information pertaining
Types of Salespeople A salesperson acts as an ambassador of their company for the external world. Other people form an opinion of a company basis their interaction with the salespeople. Salespeople are usually diplomatic in their approach and have better interpersonal skills compared to others as they interact with a variety of people in diverse
What is Automation? Automation entered into operations management with computerization of operations in 1954 when the first computer was installed in General Electric Appliance Park. The purpose of automation through computerization was to decrease the amount of manual labor and costs involved in preparing salary and accounting statements. In the 1960s, with the help of
