Quick answer: A sales compensation plan motivates salespeople, links their pay to results, and helps the company hit sales and
Marketing & Sales
Guides on marketing, advertising, sales management, distribution and retail, with Indian examples.
Quick answer: Sales training builds the skills salespeople need to find prospects, understand customer needs, present products, handle objections and
Quick answer: Choosing salespeople carefully pays off. A proper selection process lays the foundation of sales-force management, avoids expensive hiring
Quick answer: The five steps in setting up a sales organisation are: define sales objectives, identify the activities needed, group
Quick answer: The structure of a sales organisation depends on the nature and range of products, type of customers, geographic
Quick answer: A sales organization is the team and structure a firm uses to sell its products. It works toward
Quick answer: A sales organisation gives the selling effort a clear structure. It encourages specialisation, coordinates activities, makes delegation and
Quick answer: Salesmanship helps consumers buy better. A good salesperson explains products, gives honest advice, finds out what the buyer
Quick answer: Salesmanship is vital to producers because selling is what turns production into income. Skilled salespeople create demand and
Quick answer: Salesmanship is the art of persuading people to buy by understanding their needs. Its key characteristics are that