Sales Management

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Sales Management
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    Sales Management Vinod Puri98206 94960; 26314644    Importance of Selling  Only activity that generates revenueEverything else is a cost centre only  Only opportunity to be in touch with themarketThis allows for understanding anddesigning the value offering.  Contributes to the image of the company andbuilding of the Brand Equity    Modes of Selling  There can be two approaches to selling:Selling by looking at the short term gainsConsidering the long term business  How practical is the issue of long termapproach in the low value products?     The Nature of PersonalSelling TransactionSelling  Get new accounts  Get the order   Cut the price to get thesale  Manage all accounts tomaximize short-term sales  Sell to anyone RelationshipSelling  Retain existing accounts  Become the preferredsupplier   Price for profit  Manage each account for long-term profit  Concentrate on high-profit-potential accounts
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