UNIT -1 SALES MGT.pptx marketing sales in

Retail and sale management in mba program

1. MBA MBA Sales and Retail Management AMBA-MK0411 NOIDA INSTITUTE OF ENGINEERING & TECHNOLOGY GREATER NOIDA By Namrata Singh Assistant Professor Department NIET, GREATER NOIDA Lecture – 1 Introduction of Sales

2. S No Content 1 Name of Subject with code, Course and Subject Teacher 2 Brief Introduction of Faculty member with Photograph 3 Evaluation Scheme 4 Syllabus 5 Branch wise Application 6 Course Objective(s) 7 Course Outcome(s) 8 Program Outcomes (POs) 9 COs and POs Mapping 10 Program Educational Objectives (PEOs) 11 Result Analysis 12 End Semester Question paper Templates 13 Prequisite/Recap Index

3. S No Content 14 Brief Introduction about the Subject with Videos 15 Unit Content 16 Unit Objectives 17 Topic Objectives & Topic Outcome 18 Lecture related to topic 19 Daily Quiz 20 Weekly Assignment 21 Topic Links 22 MCQs 23 Glossary Questions 24 Old question papers 25 Expected Questions 26 Recap of unit Index

4. Specialized in Marketing and HR More than 9 Years of experience in academics Qualification –MBA,PGDM PhD( Persuing ) Mail [email protected] Research Area: Consumer Behavior Faculty Profile . Subject: by: Slide no. #

5. Evaluation Scheme . Subject: by: Slide no. #

6. UNIT-I Introduction of Sales 08 Hours Introduction to Sales: Role of selling in marketing, Personal selling, Salesmanship and sales manager, Types of sales personnel, Characteristics of a successful salesman, Theories of selling, Sales management , Process of effective selling. UNIT -2 Building Sales Organization 08 Hours Building Sales Organization: Types of sales organizations and their structure, Functions and responsibilities of sales person, filling sales positions, Recruitment, Selection, Training and Development, Development and Conducting Sales training programme . UNIT-3 Leading Sales Organization 08 Hours Leading Sales Organization: Sales force motivation, Designing & Administering, Sales force compensation plans, Designing incentives and contests, Sales forecasting, Sales budget, Sales quota, Sales territory, Building sales reporting mechanism and monitoring, Sales force productivity, Sales force appraisal. Subject Syllabus 4/13/2024 6 Faculty Name:

7. UNIT-4 Introduction to retailing 08 Hours Introduction, Meaning of Retailing, Economic Significance of Retailing, Product Retailing vs. Service Retailing, evolution of retailing- global retailing scenario- Indian retail –emerging trends in retailing in India. Types of Retailers: Classification by Ownership – Independent Store, Chain stores, Franchise Stores, leased Departments, Cooperatives; Classification by Strategy – General Merchandise Retailers, Discount Stores, Specialty Stores, Off Price Retailers; Classification by Product Line – Department stores, Supermarkets, Hypermarkets, Convenience Stores, Services retailing. UNIT-5 Retail Market Strategy 08 Hours Retail Marketing Strategy: differentiation, growth strategy, strategic retail planning process. Retail Location & site selection Strategy: Types of retail locations, Steps involved in choosing a retail location, Methods of evaluating a trading area. Retail store layout & visual merchandising: Store planning, Store Design and the retailing mix, Space mix, effective space management, Store layout – circulation plan, Floor Space management. Markups and Markdowns, Shrinkage in merchandise management Subject Syllabus 4/13/2024 7

8. Branch wise Applications 4/13/2024 8 Learning how to capture someone’s attention, nudge them towards certain behaviours Learning the art of salesmanship Use of customer data for achieving customer delight Get an insight into the concept of retail management, retailing trends, pricing and merchandising, segmentation, relationship marketing and information technology in retailing. Knowledge about retail formats.

9. To build knowledge, understanding, and skills in Sales and Retail Management. Enable development and implementation of Sales and Retail Management strategies. Help to analyze decision alternatives and criteria in the context of realistic problem situations in Sales and Retail Management. To acquaint the students with both store and non-store retailing. To build knowledge about retail growth strategies. Course Objective

10. Course Outcome CO1: Students will develop knowledge, understanding and skills in Sales force management. CO 2: Acquainted with better understanding of implementation of sales management strategies. CO 3: Develop analytical skills for effective decision alternatives in sales management problems CO 4: Develop the knowledge, understanding and skills in retail management and how to manage Store and non-store retailing. CO 5: Understand how to develop marketing mix strategies for retail business.

11. PO1 . Apply knowledge of management theories and practices to solve business problems. PO2 . Foster Analytical and critical thinking abilities for data-based decision making. PO3. Ability to develop Value based Leadership ability. PO4 . Ability to understand, analyze and communicate global, economic, legal, and ethical aspects of business. PO5 . Ability to lead themselves and others in the achievement of organizational goals, contributing effectively to a team environment Program Outcomes

12. CO-PO Mapping S No CO/PO PO1 PO2 PO3 PO4 PO5 1 CO1 1 3 3 2 CO2 1 3 2 2 3 3 CO3 2 2 1 4 CO4 1 3 1 3 2 5 CO5 2 3 1 3 2 Average 1.4 2.8 0.8 2.4 1.4

13. PEO1- Graduates of the management program will have conceptual knowledge to adapt to the rapidly changing environment, learn new skills and demonstrate application of management principles in professional work setting. PEO2- Graduates will apply appropriate tools for decision making required for solving complex managerial problems in the local or global context. PEO3- Graduates of the Management program will exhibit integrity, social responsibility, and teamwork. PEO4- Graduates will exhibit ethics, communication skills, leadership qualities and entrepreneurial mindset using creativity and innovation. Program Educational Objectives

14. Result Analysis Subject Name & Code Total No. Of Students Pass % 40>65 (%) 65>75 (%) 75>90 (%) 90 & Above (%) Backlog Average Marks Sales & Retail Management AMBAMK0411 98 100 11 17 66 04 77.06

15. End Semester Question Paper Template

16. End Semester Question Paper Template

17. End Semester Question Paper Template

18. Pre requisite of the Unit Knowledge of marketing and selling concepts. Knowledge of salesmanship Prerequisite

19. The subject of sales and retail management gives students a thorough understanding of the concepts and procedures that go into managing and sales and the sales department, retailing and related industries. It includes intellectual as well as practical aspects of best practices in the Sales and Retail industry.  It covers the Basics of sale, retailing, customer behavior , and supply chain network which will help in enhancing the knowledge and skills of all the students who want to be an entrepreneur or build a career in retail sales, and have management, creative, and professional talents. https://youtu.be/qGea0jAjeeU Brief Introduction about the Subject

20. https://www.youtube.com/ watch ?v=5_btNIdvEfo https://www.youtube.com/watch?v=Lx83q3mW0oo https://www.youtube.com/watch?v=uXuj-Kj6_wE Subject Videos

21. Introduction to Sales Role of selling in marketing Personal selling Salesmanship and sales manager Types of sales personnel Characteristics of a successful salesman Theories of selling Sales management Process of effective selling. Unit Content

22. Noida Institute of Engineering and Technology, Greater Noida Unit I MBA IV Sem Ms. Namrata Singh MBA Department Unit 1: Introduction of Sales

23. Topic No. Topic Objective 1 To study the Introduction to sales and selling To learn about the role of selling in marketing To study the types of selling Topic Objective

24. Topic Mapping S.No. Topic Course Outcome 1 Introduction to sales and selling CO1 2 Role of Selling in Marketing CO1 3 Types of selling CO1

25. Definition: The committee of American Marketing Association has defined it as- “Selling is the personal or impersonal process of assisting and or persuading a prospective customer to buy a commodity or a service or to act favourably upon an idea that has commercial significance to the seller.” Characteristics of Selling: Basis of exchange Centres around salesmanship Means of promotion  Creative function Social character  Ingredient of marketing programme Perpetual function Productive function Introduction to Sales

26. 4/13/2024 26 Role of selling in marketing (CO1) Product Planning and Development Marketing research Creation of Demand Establishing Contact with the Buyers Negotiations Entering into a Contract

27. 4/13/2024 27 Role of selling in marketing (CO1) Product Planning and Development Marketing research Creation of Demand Establishing Contact with the Buyers Negotiations Entering into a Contract

28. 4/13/2024 28 Types of selling (CO1)

29. 4/13/2024 29 Order taker salespeople Inside order takers : Retail sales assistants. For eg . Walmart , Big Bazaar Delivery salespeople : Deliver products to customer’s addresses Outside order taker : Visit customers regularly and respond to the customer’s call Order Producers Promoters: convince the consumer to mention the seller’s products. Order Maker New Trade vendors: Finding entirely new customers Supervisory sellers: Industrialized buyers, purchasing for resale and corporate buyers. Types of selling (CO1) Customer sales assistant High -tech sales representative Marketing

30. Define sales. Salespeople who conduct business from their offices through telephones and visiting to customers site is known as __________. Who is a missionary salesman? 4/13/2024 30 Daily Quiz

31. 4/13/2024 31 Topic Objective /Topic Outcome Unit 1: Introduction of Sales Topic 2: Introduction to personal selling Meaning of salesmanship Types of salesmen

32. 4/13/2024 32 Faculty Name: Dr.Priyanka Malhotra AMBAMK0411 UNIT 1 “A face to face persuasive communication between a seller and a prospective buyer” (Daniel S. Warner). Features : Human contact Development of relationship Two-way flow of information Quick communication Satisfaction Persuasion Personal selling (CO1)

33. 4/13/2024 33 1. To enhance the sales volume of the different products of the company 2. To ensure the there is a proper mix of products in the total sales volume 3. To ensure that the market share of the company is increased 4. To ensure that the profits of the company have improved 5. To bring down or reduce the overall selling expenses of the company 6. To gain new accounts and ensure that there is growth of the business 7. It helps in the appointment of dealers and expansion of the distribution channel. Objectives of Personal selling (CO1)

34. 4/13/2024 34 8. To secure channel members co-operation in stocking as well as selling the products of the company. 9. To achieve the desired proportion of cash and credit sales. 10. To provide pre-sale and after-sale services. 11. To train the dealers and customers. 12. To assist and support other promotional measures. 13. To help in collecting the amounts due from the market. 14. To help in gathering and reporting marketing intelligence. Objectives of Personal selling (CO1)

35. 4/13/2024 35 Salesmanship is “the process whereby the sell­er ascertains and activates the needs or wants of the buyer and satisfies the needs or wants to the mutual continuous advantage of both the buyer and seller” ( Pedeson & Wright). Salesmanship (CO1) FEATURES OF SALESMANSHIP Pressure Salesmanship Persuasion Aiming at Service Winning of Buyer’s Confidence Mutual Benefit Educative Process Creative

36. 4/13/2024 36 Personal selling (CO1)

37. 4/13/2024 37 Types of salesmen (CO1) TYPES OF SALESMAN 1 ) Manufacturer’s Salesman Missionary Salesmen Promotional Salesmen Merchandising Salesmen Dealer Servicing salesmen 2) Wholesalers Salesman 3) Retailer’s Salesmen 4) Specialty Salesmen 5) Others Salesmen : Creative salesmen Service salesmen Staple salesmen Exports salesmen

38. Define personal selling. Give two types of salesmen. Give an advantage and disadvantage of personal selling . 4/13/2024 38 Daily Quiz

39. 4/13/2024 39 Topic Objective /Topic Outcome Unit 1: Introduction of Sales Topic 3: Qualities of a good salesman Introduction to sales management Difference between personal selling, Salesmanship and sales management

40. 4/13/2024 40 PHYSICAL QUALITIES SOUND HEALTH GOOD APPEARANCE CHEERFUL DISPOSITION ALLURING POSTURE IMPRESSIVE VOICE MENTAL QUALITIES CONFIDENCE INITIATIVE OBSERVATION ALERTNESS IMAGINATION ENTHUSIAM AGGRESSIVENESS PATIENCE ADAPTABILITY QUALITIES OF GOOD SALESMAN (CO1)

41. 4/13/2024 41 SOCIAL QUALITIES EXTROVERT COURTEOUS CO-OPERATIVE WELL-MANNERED TACTFULNESS CONVERSATION INTELLIGENCE COMMUNICATION SENSE OF HOMOUR CHARACTER QUALITIES COURAGE SINCERITY DETERMINATION MATURITY LOYALTY INDUSTRIOUS QUALITIES OF GOOD SALESMAN (CO1)

42. 4/13/2024 42 TECHNICAL QUALITIES PRODUCT KNOWLEDGE PRODUCER’S KNOWLEDGE CUSTOMER’S KNOWLEDGE SELLING TECHNIQUES MARKET KNOWLEDGE QUALITIES OF GOOD SALESMAN (CO1)

43. 4/13/2024 43 According to American Marketing Association, sales management is “the planning, direction and control of professional selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating to the personal sales force.” Sales Management (CO1)

44. 4/13/2024 44 Sales Management (CO1)

45. 4/13/2024 45 BASIS PERSONAL SELLING SALESMANSHIP SALES MANAGEMENT Meaning Personal selling is an act of engaging with customers to persuade them to buy the product. It is an act of being employed as a salesperson. Salesmanship is an art and skill of initiating selling efforts. Sales management is an act of planning, controlling, directing and coordinating the sales process. Flexibility It is most flexible as the messages could be changed according to the customer’s needs. It is comparatively less flexible than personal selling. It is least flexible as the rules and policies are formed and followed strictly. Reach Only one or two customers can be dealt in one time. Only a limited number of persons can be contacted. It reaches to masses in the form of advertising and other marketing communications. Cost per person Cost per person is high as limited persons can be reached at a given time. Cost is comparatively lower than personal selling. Cost per person is very less. Coverage It takes a long time to cover the market. It takes comparatively less time to cover the market. It takes medium time to cover the market. Difference (CO1)

46. 4/13/2024 46 Media It does not make use of mass media. Makes comparatively less use of mass media. Makes use of mass media. Feedback Direct feedback can be collected from customers. Indirect feedback can be collected. Feedback is not possible because customers are not involved. Useful for More useful for industrial and customized product. More useful for a technical product. Useful for all kinds of product. Scope Personal selling is a part of sales management and the scope of personal selling is narrower than sales management. Salesmanship is included under personal selling. Sales management has a broader scope as it guides both personal selling and salesmanship efforts. Difference (CO1) BASIS PERSONAL SELLING SALESMANSHIP SALES MANAGEMENT

47. Differentiate between personal selling and salesmanship. Define salesmanship. Enumerate the qualities of a good salesman. 4/13/2024 47 Daily Quiz

48. 4/13/2024 48 Topic Objective /Topic Outcome Unit 1: Introduction of Sales Topic 4: Theories of selling Process of selling

49. 4/13/2024 49 Theories of selling (CO1) (A) AIDAS Theory of Selling: Attention Interest Desire Action Satisfaction

50. 4/13/2024 50 B. “Right set of circumstances” Theory of Selling: It is also called the “situation-response” theory.  The major emphasis of the theory is that a particular circumstance prevailing in a given selling situation will cause the prospect to respond in a predictable way. The set of circumstances can be both internal and external to the prospect. It stresses that the salesman must control the situation in such a way as to produce a sale ultimately. Theories of selling (CO1)

51. 4/13/2024 51 Theories of selling (CO1) (C) “Buying Formula” Theory of Selling: The buyer’s needs or problems receive major attention, and the salesperson’s role is to help the buyer to find solutions. 

52. 4/13/2024 52 Theories of selling (CO1) D. Behaviour Equation Theory of Selling: Based on stimulus response model. Howard incorporated these four elements into a behavioural equation that is: B = P × D × K × V P = Response or internal response tendency, i.e. the act of purchasing a brand or a particular supplier. D = Present drive or motivation level K = “Incentive potential” that is, the value of product or brand or its perceived potential value to the buyer. V = Intensity of all cues: triggering, product or informational.

53. 4/13/2024 53 Process of effective selling (CO1)

54. Give the process of selling. Explain the AIDAS model. Throw some light on the Behavioural theory of selling. 4/13/2024 54 Daily Quiz

55. 4/13/2024 55 Assignment Assume you are a sales manager, you will be opening a new branch for which you intend to promote one of the existing sales persons as a branch sales manager. What criteria or qualities you would look for in selecting a person for the position of Branch Sales manager? Explain the theories of Selling with suitable examples.

56. 4/13/2024 56 Case Study Being a supplier to Wal-Mart is a two-edged sword, ”says Joseph R. Eckroth Jr., CIO at Mattel Inc.(www.mattel.com). “They’re a phenomenal channel but a tough customer. They demand excellence.” It’s a lesson that the El Segundo, California–based toy manufacturer and thousands of other suppliers learned as the world’s largest retailer, Wal-Mart Stores ( www.walmart.com ), built an inventory and supply chain management system that changed the face of business. By investing early and heavily in cutting-edge technology to identify and track sales on the individual item level, the Bentonville Arkansas–based retail giant made its IT infrastructure a key competitive advantage that has been studied and copied by companies around the world. We view Wal-Mart as the best supply chain operator of all time,” says Pete Abell , retail research director at high-tech consultancy AMR Research in Boston. Abell says he expects the company to remain in the vanguard. “Wal-Mart is evolving; they’re not standing still,” he says. The company is still pushing the limits of supply chain management, he says, searching for and supporting better technology that promises to make its IT infrastructure more efficient. Radio frequency identification (RFID) microchips, for example, may replace bar codes and security tags with a combination technology that costs less money.

57. 4/13/2024 57 Case Study Early on, Wal-Mart saw the value of sharing that data with suppliers, and it eventually moved that information online on its Retail Link website. Opening its sales and inventory databases to suppliers is what made Wal-Mart the powerhouse it is today, says Rena Granofsky , a senior partner at J. C. Williams Group, a Toronto-based retail consulting firm. While its competition guarded sales information, Wal - Mart approached its suppliers as if they were partners, not adversaries, says Granofsky . By implementing a collaborative planning, forecasting, and replenishment (CPFR) program, Wal-Mart began a just-in-time inventory program that reduced carrying costs for both the retailer and its suppliers. “There’s a lot less excess inventory in the supply chain because of it,” says Granofsky . That efficiency is the key factor in maintaining Wal-Mart’s low-price leadership among retailers, says Abell . “Their margins can be far lower than other retailers’ because they have such an efficient supply chain,” he says.

58. 4/13/2024 58 Case Study The company’s cost of goods is 5 to 10 percent less than that of mostof its competitors, Abell estimates. Wal-Mart’s success with supply chain management has inspired other retail companies, which are now playing catch-up, says Abell . “Others are now just starting. They’ve all had inventory systems, but sharing the data with their partners hasn’t been easy,” he says. Wal-Mart’s influence has extended beyond the retail sector. Mattel’s Eckroth says that he studied Wal-Mart’s supply chain best practices when he worked at a manufacturing division of General Electric Co. “They’re a benchmark company,” he says. One reason Wal-Mart is studied so closely is that it gets buy-in from its suppliers to an incredible degree. That’s because its programs and practices benefit not just the retailer but its partners as well, says Eckroth . CPFR, he says has “blurred the lines between supplier and customer. You’re both working to the same end: To sell as much product as possible without either of us having too much inventory. We’ve learned that if we listen to Wal-Mart, take their initiatives seriously, and align our strategies with making them successful, we both can succeed.” Mattel has learned a lot from working with Wal-Mart and is bringing those lessons to bear in its relationship with other channels, says Eckroth .

59. 4/13/2024 59 Case Study “Getting the supply chain optimized inside of Mattel is only 50 percent of the equation,” he says. “The other 50 percent is getting tightly linked with every one of our customers so that we’re reacting as quickly as they’re giving us data.” Tight links, Eckroth says, will enable Mattel to tackle the next big business problem: increasing manufacturing efficiency. “My ability to get information about the sales pace of a toy and either ramping up or shutting down manufacturing depends on my having data,” he says. Having sales data on adaily or hourly basis is necessary to figure out on a microlevel what is selling best where and tailor manufacturing accordingly. The greatest efficiencies will appear when the kind of trusting mutually beneficial relationship Mattel has with Wal-Mart is duplicated with the rest of the manufacturer’s retail outlets. “Having that data on a global basis from every one of my customers allows me to optimize the sales of my products and the fill rates of my customers,” Eckroth says. “The theme for the future is that at the end of the day, there can be a symbiotic relationship between companies.”

60. 4/13/2024 60 https://economictimes.indiatimes.com/definition/personal-selling . https://doi.org/10.1002/9781118785317.weom090313 https://www.yesware.com/blog/personal-selling/#close http://2012books.lardbucket.org/pdfs/powerful-selling.pdf https://www.researchgate.netpublication235362475_A_History_of_Marketing_Thought https://onlinecourses.swayam2.ac.in/imb19_mg02/preview https://www.youtube.com/watch?v=MPZgEJMS97o https://youtu.be/T5_qqqbOIHM https://www.youtube.com/watch?v=qGea0jAjeeU&list=RDLVqGea0jAjeeU&start_radio=1&rv=qGea0jAjeeU Faculty Video Links, You tube & NPTEL Video Links and Online Courses Details

61. 4/13/2024 61 Still , Govoni , Puri , R. R. E. W. N. A. P. S. (2017). Sales and Distribution Management (Sixth Edition ed.). Pearson Education. Cundiff , Still, Govoni , S. (2011). Sales Management : Decisions Strategy & Cases (5th ed.). Pearson India Education. Stanton and Shapiro, ‘Management of a Sales Force’, McGraw Hill. 3. Anderson, Joseph, and Bush, ‘Professional Sales Management’, McGraw Hill. 4. Roburt J. Calvin, ‘Sales Management’, Tata McGraw Hill. 5. Dalrymple , Cron , and Decarlo , ‘Sales Management’, John Wiley and Sons. https://www.yourarticlelibrary.com/marketing/personal-selling/4-theories-of-personal-selling-explained/50981 https://slidetodoc.com/salesmanship-meaning-and-definition-sales-means-to-transfer/ https://web2.aabu.edu.jo/tool/course_file/lec_notes/502311_Chapter%201.pdf References

62. 4/13/2024 62 MCQs 1 . Sales management achieves personal selling objectives through …………… Personal Selling Strategy Interpersonal selling strategy Selling strategy (4) None of the above 2. ………….is the fundamental guiding principle of sales management. (1 ) Customer delight (2) Customer orientation (3) Client satisfaction (4) None of the above 3. In an organization ………………..is also very useful when technically complex products are in the process to sell. (1) Individual selling approach (2) Group selling approach (3) Team based selling approach (4) None of the above 4. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________. (1) Approach (2) Pre-approach (3) Follow-up (4) Closing (5) Relationship marketing

63. 4/13/2024 63 MCQs 5. J.A Howard gave a formula for ‘’ Behavioral Equation” B=P*D*K*V What P stands for? (1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier (2) predisposition or the inward response tendency, that is, force of habit (3) present drive level (4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer 6. Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called (1) Approach (2) Follow- up (3) Closing (4) Pre-approach

64. 4/13/2024 64 MCQs 7. What is the next step after “negotiation” in personal selling process? (1) The opening (2) Need and problem identification (3) Closing the sale (4) Dealing with objectives 8. What are the key concepts of personal selling? (1) Needs analysis (2) Demonstration (3) Sale presentation (4) All of these 9. Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing. (1) Approach (2) Handling objections (3) Pre-approach (4) Prospecting and qualifying 10. Salespeople who conduct business from their offices through telephones and visiting to customers site is known as (1) Outside sales force (2) Inside sales force (3) Team selling (4) None of these .

65. 4/13/2024 65 Glossary ________ must match certain user characteristic. ___________ consists of making the initial contact with prospects. In ___________ selling salespeople will have areas or specific geographical locations assigned for them and specific accounts will also be designated. ____ the sales representative are responsible for selling the manufactured goods to the wholesale dealers as well as retail traders. Present new idea to decision-makers is ____skills of sales executive. Communicate the high value of services over the competition is a part of _________________. Approach technical Prospecting Influence and persuasion Negotiation Trade sales

66. 4/13/2024 Faculty Name: Dr.Priyanka Malhotra AMBAMK0411 UNIT 1 66 Old Question Papers https://aktupapers.in/aktupapers/mba-3-sem-sales-and-retail-management-kmbmk01-2020.pdf https://www.pooripadhai.com/download/pdf/

67. 4/13/2024 67 Expected Questions Write a short essay on sales-management. Discuss different situations where role of personal selling is vital. Differentiate between personal selling and salesmanship. Elaborate various steps involved in sales process with suitable example. Describe the meaning and importance of personal selling. Describe the various functions of salesmen. Enumerate the importance of salesmanship. Explain the AIDAS Model in salesmanship. Discuss any two theories of salesmanship. Explain the various types of salesmen.

68. 4/13/2024 68 Selling is the act, sales is the result of this act, while salesman is the person who does this act. So, salesmanship is the quality of act of selling. Thus, selling and salesmanship cannot be used synonymously. Salesmanship serves the dual purpose of discovering and persuading prospective buyers. By his creative faculties, a salesman has not only to sell but also establish a winning, regular and permanent relationship with his customers. Recap of Unit

69. Thank you 4/13/2024 69