This website uses cookies to ensure you have the best experience. Learn more

Objectives Of Personal Selling Essay

3238 words - 13 pages

Lesson 1: Objective and scope of personal selling
Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management.
today must develop an integrative management style using adaptive, problem solving, extensive information, in many cases is an ever changing market place. The overwhelming majority of business environment workers are service providers such as investment bankers, consultants, and information technology specialists. Sales Mangers in the current business environment must have the ability to add ...view middle of the document...

are professionals. The professional approach requires thorough analysis, market efficient personal selling objectives, appropriate sales policies and personal selling strategy. Sales Executives have responsibilities to their Organization, Customer and Society. Top Management holds them responsible for 1. Obtaining Sales Volume 2. Providing Profit Contribution 3. Continuing Business Growth

Sales Managers

Sales Executive

Customers (most often, wholesalers, retailers or industrial user) expect them to supply easily resalable products and services backed up by supporting activities (help in doing training dealer salesforce, local advertising, credit) and assurance that products and services are wise investments in competitive market place.

Society looks to them to assure delivery of goods & services


that final buyers want at price of increasing importance to market products whose potential for damaging the environment is minimal.

If goods and services made and sold are needed and accepted by buying public and if this products are socially responsible, then it is likely that management’s objectives will have been achieved. Ultimately, a business’s earnings depend upon, how well the interest of the firm, the final buyers and society are blended. To the extent that these interests are in harmony, the firm experiences Sales Volume, Net Profits and Business Growth.

SALES MANAGEMENT as defined by
American Marketing Association --is Planning, direction and control of
Personal selling including recruiting, selecting, equipping assigning, routing, Supervising, paying and motivating as these task apply to personal Salesforce. Sales Managers are responsible for organizing the sales effort, both within and outside their Companies. Within the Company the Sales Manager builds formal and informal organizational structures that ensure effective communication not only inside the sales department but in its relations with other organizational units. Outside the Company, Sales Manager serves as a key contact with customers and other external publics and is responsible for building and maintaining an effective distribution network. Sales Managers have still other responsibilities. They are responsible for participating in preparation of information critical to the making of key marketing decisions, such as those on budgeting quotas and territories. Sales Management helps to respond proactively and effectively to customers, the key to winning business and processing orders during the pre-sales, order management and post shipment phases.

From the Company View point, there are three general objectives of Sales Management ● Sales Volume ● Contribution To Profits ● Continuing growth Sales Executives, of course do not carry the full burden in the effort to reach these objectives, but they make major contributions. Top Management has the final responsibility, because it is accountable for the success a failure of...

Other Papers Like Objectives of Personal Selling

Leadership Essay

674 words - 3 pages to support the personal development plan 3.6 Develop a business case to secure the resources to support the personal development plan | 3. Be able to implement and evaluate the personal development plan | 4.7 Discuss the process required to Implement the personal development plan 4.8 Evaluate the impact of the personal development plan on the achievement of the defined role requirements and organisational objectives

Objective Essay

335 words - 2 pages organisation is heading for and how it is heading there and where it is heading? All the answers for these questions are answered by Aims & Objectives. The Main Objectives of a Business are: - Sales – Sales revenue is the total amount of money a company has earned by providing their service or selling their stock. Growth – An increase in the Business capacity to produce more stock or provide better or greater service. Profit – Residual

Market Plan

942 words - 4 pages Objectives and Strategies, 7) Forecast the Expected Results , 8) Create Alternative Plan , 9) Marketing Budget and 10) Implementation and Evaluation. The factors influencing consumer behavior Factors affecting behavior of consumers and commercial and organizational buyers are Cultural factors, Social factors, Personal factors and Psychological factors. Key Element of Marketing The key elements of marketing are 4Ps. Price


1043 words - 5 pages sale of a product or service called ________. a. direct marketing b. sales promotions c. personal selling d. public relations 3. When most people think of marketing, they think first of the common form of paid, nonpersonal, presentation or promotion of ideas, goods, or services by an identified sponsor that is called ________. a. sales promotion b. advertising c. direct marketing

The Love of Art

2243 words - 9 pages c. Training (cost, time, etc) 4. Image – does product/service “fit” with the image the firm would like to project, innovation, and the selling company’s reputation 5. Relationship a. Quality of sales relationship b. Personal comfort level with personnel from the selling company *Decision maker will consider all five

Retail Management Handout

4295 words - 18 pages prices over an extended period of time. B. Variable Pricing - Used when differences in demand and cost force the retailer to change prices in a fairly predictable manner. C. Flexible Pricing - Offering the same products and quantities to different customers at different prices; this is often used in situations calling for personal selling. Price adjustments can decrease revenues and increase costs and the risk of losing customers. D


925 words - 4 pages their biological mechanisms 3C’s Analysis Company Customer Competitor SWOT Analysis | Internal | External | Positive | Strengths | Opportunities | Negative | Weakness | Treats | Porter’s Five Forces Objective Business Objective Marketing Objectives Strategic Marketing Objectives (Long-Term) Tactical Marketing Objectives (Short-Term) Growth Strategies Market Penetration Product Development Market Development 7P’s of Marketing Mix Product Price Promotion Advertising Sales Promotion Personal Selling Place People Process Physical Evidence References Appendices


583 words - 3 pages , 2011, p. 6). Four authors form two different books agree that marketing is not just selling and advertising, but it is also studding and directing. My personal definition of marketing is somewhat the same as the authors of Marketing Management and Basic Marketing. I strongly believe that marketing is selling; whether it is yourself as a candidate, or a product for self improvement. Not everything as a price tag hanging from it, but


1528 words - 7 pages , Publicity, Sales Promotion, Personal Selling, Public Relations, and Direct Marketing. 6. What are the 3 alternative advertising objectives? A. To Inform, To Persuade, and To Remind. 7. Define Public Relations. Give 5 tools of public relations. A. Public relations refer to a method of promotion that aims at improving image. Tools include press releases, press conference, articles, newsletters, lobbying, new product/service introductions

Professional Selling

1951 words - 8 pages | * Prepare objectives * Develop presentation plan * Provide outstanding service |   Relationship Strategy- a well though out plan for establishing, building, and maintaining quality relationships   Relationship Selling- a form of personal selling that involves securing, developing, and maintaining long-term relationships   Product Strategy- a well conceived plan that emphasizes acquiring extensive product knowledge

Managing Business Activities to Achieve Results

4886 words - 20 pages health and safety measures taken and risks involved in a company. So we choose delmon hospital and did a group presentation in order to explain the health and safety measures of the delmon hospital. I’ve given a personal note about the presentation tasks as well as I’ve attached the presentation slide with this assignment. TASK 01 UNDERSTAND THE IMPORTANCE OF BUSINESS PROCESS IN DELIVERING OUTCOMES BASED UPON BUSINESS GOALS AND OBJECTIVES

Related Essays

Recent Developments In The Professionalisation Of Teaching Have Emphasised The Importance Of Values. In The Light Of Your Own Experiences Examine The Extent To Which Personal Values Support Or...

4137 words - 17 pages Philosophy Assignment Recent developments in the professionalisation of teaching have emphasised the importance of values. In the light of your own experiences examine the extent to which personal values support or conflict with professional objectives. It could be said that education is the most important of all human accomplishments. It enables humans to achieve their fullest personal, spiritual, mental, social and physical potentials

Sales Management Essay

1250 words - 5 pages category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities. * Mental states: Mental states selling

Loadshedding Essay

1088 words - 5 pages | | Outcomes Covered |OUTCOME | | |1 |Explain the role and objectives of field selling. | |2 |Assess the role of sales manager in enhancing sales performance

Buisness Essay

281 words - 2 pages procedures for the company. In this report there is a sales plan to the company and there are some suggestions to expand sales. First explained about the personal selling to support the personal mix and analysis the role of the sales team within the marketing strategy. Then revised their sales strategies in line with the cooperate objectives. Then explained the appropriate recruitment strategies and selection procedure. The role of motivation for field