Selling
cannot yet properly be called a profession, but when the importance of training
and experience for salesmen is recognized to the same extent that it is for
doctors, accountants, or electricians, and when a satisfactory code of ethical
practices in selling is developed, it may attain that status. This book explains
the following topics related to selling: What is a salesman, appearance and its
influence on successful selling, buying motives, canvassing for prospects, sales
pre- approach, conduct in the sales approach, sales interview and presentation,
handling objections, closing the sale, function of advertising, sales helps,
sales tools and product displays.
Author(s): Beaucaire,Frank M.; Ward,Frank S.; Kroha,George F.
The purpose of this note is to familiarise students with the principles,
strategies and skills of selling and managing the selling function. This course
also provides an understanding of the tools and techniques necessary to
effectively manage the sales function, the sales organization and the sales
individual.
This PDF covers the following topics related to Marketing and Sales :
Introduction to World of Marketing, Analysing Marketing Opportunities, Customer
Value and Markting Mix, Designing a Customer Driven Strategy, Distribution
Decisions, Promotions & Communication Strategies, Pricing Decision and Personal
Communication.
Author(s): Ms. G.Joseph Mary Assistant Professor, Department of
MBA, IARE
This PDF book covers five units of Marketing and Sales for Class X. The notes starts with an
introduction to the marketing mix, followed by the marketing process, targeting
consumer groups, and the sales process. The course then discusses the different
careers available in sales and the skills required for successful selling. The
curriculum emphasizes the importance of understanding customer needs/wants,
developing strong relationships with clients, and the ability to handle
objections and close sales effectively. The course aims to equip students with
the necessary skills and knowledge to succeed in the field of sales and
marketing.This note covers the following topics: Sales with other functions-
Introduction to Marketing Mix, Marketing Process, Sales Process, Careers in
selling, Skills in selling.
Author(s): Central Board of Secondary Education,
India
This text introduces students to the marketing strategies and
tools that practitioners use to market their products. Topics covered includes:
Introducing marketing, Understanding and approaching the market, Marketing
research: an aid to decision making, Understanding buyer behavior, External
considerations in marketing, Marketing in global markets, Introducing and
managing the product, Communicating to mass markets, Pricing the product,
Channel concepts: distributing the product.
This book covers the following topics: Marketing: Nature,
Scope and Corporate Orientation Towards Market Place, The Marketing Environment
and Environment Scanning, Understanding Consumer and Industrial Markets,
Marketing Research and Marketing Information System, Market Segmentation,
Targeting and Positioning, Product Decisions: Product Life Cycle and Product
Mix, Product Decisions: New Product Development, Branding, Packaging and
Labelling, Pricing Methods and Strategies, Promotion Decision: Promotion Mix and
Advertising, Sales Promotion, Personal Selling and Publicity.
Author(s): The
Directorate of Distance Education, Guru Jambheshwar University of Science and
Technology, Hisar
This book covers the following
topics: Personal Selling, Recruitment and Selection, Sales Training, Sales
Meeting and Contests, Sales Territories, Sales Quota, Supervision and Evaluation
Of Sales-force, Sales Control and Cost Analysis.
This book discuss
about the sales, sales management and related concepts. Also explains the
structure and objectives of a sales organisation. Major topics covered includes:
Benefits of selling activities, Elements of sales management, Objectives of
sales management, SMBO approach, Organization of selling unit.
This
note covers the following topics: Service economy and the nature of services,
Assessing business opportunities, Buyer behaviour, Understanding customer
requirements, Quality management, Service design and development, Marketing
communications, Service delivery channels, Brand management.
Marketing Management course note is designed to serve as
an introduction to the theory and practice of marketing.It will explore the
theory and applications of marketing concepts through a mix of cases, lectures,
assignments and group projects.