Contents
Sales Planning and Operations
Rationale
A Marketing Plan is a written document that details the actions necessary to achieve one or more marketing objectives. It can be for a product or service, a brand, or a product line. It can cover one year (referred to as an annual marketing plan), or cover up to 5 (sometimes referred to as five) years.
A marketing plan may be part of an overall business plan. Solid marketing strategy is the foundation of a well-written marketing plan. While a marketing plan contains a list of actions, a marketing plan without a sound strategic foundation is of little use.
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Teaching and Learning Resources
Overview of Selling
A sale is the pinnacle activity involved in the selling products or services in return for money or other compensation. It is an act of completion of a commercial activity.[1]
The seller - the provider of the goods or services - completes a sale in response to an acquisition or to an appropriation or to a request. There follows the passing of title (property or ownership) in the item, and the application and due settlement of a price, the obligation for which arises due to the seller's requirement to pass ownership. Ideally, a seller agrees upon a price at which he willingly parts with ownership of or any claim upon the item. The purchaser, though a party to the sale, does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price, the sale remains valid and gives rise to an obligation to pay.
- Sales techniques
- Sales agents
- The relationships between sales and marketing
- Sales and marketing alignment and integration
- The sales cycle
- Choice architecture
- Customer service
- Demand chain
- Point of sale
- Retailing
- Sales (accounting)
- Sales Incentive Plan
- Sales process engineering
- Sales management
- Sales variance
- Selling
- Sullivan nod
- Trade
- Transaction
- Customer service
- Sales Territory
- Vendor
- Notes and references
II. The Personal Selling Process
Tutorials
Readings
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Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques for building personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. In most cases the "value" for the salesperson is realized through the financial rewards of the sale while the customer’s "value" is realized from the benefits obtained by consuming the product. However, getting a customer to purchase a product is not always the objective of personal selling. For instance, selling may be used for the purpose of simply delivering information. Because selling involves personal contact, this promotional method often occurs through face-to-face meetings or via a telephone conversation, though newer technologies allow contact to take place over the Internet including using video conferencing or text messaging (e.g., online chat). Read More ...
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III. Understanding and Communicating with Customers
Tutorials
- Understanding Organizational Markets
- Strategic Understanding of Your Company, Products, Competition, and Markets
- Communicating Effectively with Diverse Customers
Readings
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Business
Marketing Management, 8e Check the availability and buy your books from our Bookshop. |
Workshop
IV. Achieving Success in Personal Selling
- Managing Your Time and Your Territory
- Ethical and Legal Considerations in Personal Selling
- Starting Your Personal Selling Career
Readings
Recommended Texts
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Personal
Selling
Rolph
Anderson, Drexel University
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Essential
Marketing Skills Check the availability and buy your books from our Bookshop. |
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Essentials
of Marketing
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Resources
