This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: Sales mgmt test Definition of sales: all activities, processes, and decisions involved in managing the sales function in an organization. This is a dynamic process and that sales/selling is indispensable What is marketing mix? How does sales evolve from the marketing mix? Price, product, promotion, and distribution. Personal selling is part of the promotion of the product. Changes in selling in recent years? 1) Behavioral Issues . Rising customer expectations . Globalization of markets . Demassification of markets 2) Technological Changes . Sales force automation . Virtual sales forces . Electronic sales channels 3) Managerial Changes . Direct marketing . Outsourcing of sales functions . Blending of sales and marketing Objectives, and strategies. Goals- flow from the company’s mission and represent more specific targets the firm wishes to meet. Objectives- simply more specific than goals Six steps in selling process- compare 1- analyze market opportunities 2- generate strategies 3- select the strategy...
View Full Document
This note was uploaded on 05/08/2008 for the course MKTG 347 taught by Professor Slomski during the Winter '08 term at Mercyhurst University.
- Winter '08