Académique Documents
Professionnel Documents
Culture Documents
sales management
Ramsha Naeem
Post-Industrial Revolution
Town Economy
Good exchanges on barter bases Specific day set as market day Inadequate road networks
Bagman
They marketed the goods from developing factory system Manchester textile firm were the first to establish this type of sales force
Sidra
Naeem
Credit investigators
Greeters
Drummers
1. 2. 3. 4. 5.
After second world war sales professionalism continued to develop. Considered as era of modern sales Companies increase sales force Hired college graduates as sales personnel Emphasis training of sales personnel Efforts to raise sales to professional status
Hussain
In this sales man behavior was regarded as a key approach Success of failure depend entirely on how sales man handled the situation
A prepared, structured sales scripts memorized by the sales person ( door to door selling concepts) Company provides sales person a best way to sell
Selling Formulas
Sales person leads prospects through distinct stages of the buying process in a persuasive manner AIDR( attention, interest, desire, resolve)
Munim
Hafiz Shafique
SELLING IN 1990`S
Changes in professional selling continue as year 2000 approaches. Larry Wilson point out that: ``customers are buying not only a product , but also a relationship with sales person```
Madiha
CONTINUED..
o o
Customers want value added services that exceed their expectations. Modern sales approaches were introduced like partnering , relationship selling, team selling", "value added selling and consultative selling. Each of these approaches suggest the selling process is to develop long term relationship with customers.
CONTINUED..
More
recently, Kaylene, Spiro and Fine developed a model of salesperson ----customer relationship. They involve interactive communication skills of sales persons, such as careful listening , speaking skills.
BUSINESS
sales person dealing with business to- business and organizational purchasing face a special set of problems because Process is longer and complex. Buyers are more knowledgeable More demanding than customers