It involves predicting demand for the product and demand on the sales assets (machines, people, or a combination of both)?

It is an integral part of ongoing planning and development in sales management?

can provide metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is not objective?

It is the effectiveness of communication between the salesperson and the customer during the sales process decides the success of the sales call?

can be defined as “The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale”?

is a seller-initiated effort that provides prospective buyers with information and motivates them to make favorable decisions concerning the seller’s product or services?

Personal selling involves an alive, immediate and interactive relationship building between two or more persons?

Personal selling puts the buyer under some obligation for having listened to the sales talk. The buyer has the greater need to attend and respond, even if the response is a polite “thank you”?

is an emerging form of distribution and promotion that combines elements of personal selling and advertising?

Marketers encouraged consumers to use toll free telephone numbers to purchase products in the comfort of their homes?

aims at converting prospects into customers. It attempts to create customers out of people who may not, view the company products favorably, be unaware of the company’s products, or are resistant to changing their present source of supply?

The salesperson should attract the prospect to his presentation before he actually goes into the details of the same?

The salesperson should ensure that the prospect remains glued to his presentation throughout its length and that he does not wander away from the same?

The salesperson should consciously try to bring the prospect into this stage of readiness to the point of buying his product.

Once the salesperson has been successful in taking his prospect through the three stages, as discussed above, he should induce the prospects into actually buying the product?

Once the prospect has placed an order, the salesperson ensures that the prospect carries the impression of having taken the right decision?

By this stage, the salesperson should know the prospect’s likes and dislikes, his needs, preferences, habits, nature, behavior, economic and social status etc.?

In this stage the prospect and the salesperson come in contact with each other face to face?

Prospects usually show resistance against buying products by pointing out real or imaginary hurdles and by voicing objections?

This is the last stage and the most crucial stage for a salesman. The whole exercise becomes useless if the sale does not take place?

is very important in building customer confidence and long-term relationship with the company. It is instrumental in management of key accounts in banks?

Under this approach, the salesman asks the prospect some questions and, in this way, interacts with him?

Under this approach, salesmen generally give away small gifts or novelties to the prospect to draw attention to them and the product?

is an abundant source of finding potential customers?

This technique is based on referrals by a person, who has information about other people?

Sometimes a company employs sales trainees specifically for helping the sales persons identify the prospects?

This technique basically involves calling on a potential customer without any prior appointment?

It includes the requirement of the job in terms of general intelligence, judgement required (common sense) and the creativity necessary to recognize, introduce and adapt new ideas.

Is money the driving force, or progress, recognition, achievement are also important?

Notes Does the job really require technical/professional knowledge or qualification? Is there a genuine need for some specific previous experience?

It is essential in selling to be able to deal with people. Whether the sales person, to be recruited, has communication and leadership skills?

it is important to remember whether there are any specific conditions relating to mobility, hours of work?

often administer batteries of tests, check references and perform task otherwise done by the employer?

are other departments and the non-selling section of the sales department?

This source includes colleges, universities, technical and vocational institutes?

The initial screening is usually undertaken by the receptionist in the employment office?

An application blank is a brief history sheet of an employee's background and can be useful for future reference in case of need?

Sometimes applicants are asked to name those people on whom they can rely to speak about them?

These are used to measure the talent/ability of a candidate to learn the job or skill?

These tests try to find out an individual's value system, his emotional reactions and maturity and his characteristic mood?

Aim of training is Identify initial training needs and Continuing sales training programmed.

THERE ARE 10 TYPES OF METHODS OF TRAINING.

Lecture is the method of learning through instructions from trainees to trainer.

Advantage of Lecture is more economical as compared to other methods.

There are 4 key decisions in Execution of Sales training.

There are 6 general criteria to identify trainees.

Market share percentages is part of Evaluation of Training Programmed.

Written Tests is part of Execution of Sales Training.

Where will the training site be? is part of Execution of Sales Training.