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1 Their Organization
2 Their Customers
3 Society
❚ Business earnings depend upon how well the
interest of the firm, the final buyer and the
society are blended together
Evolution of the Sales
Department
1 Sales volume
2 Contribution to profits
3 Continuing growth
Sales Manager as
Coordinator
❚ Formal control
a) Written sales policies
b) Policy formulation and review
c) Control over sales volume
d) Budgetary control
Personal Selling
❚ 1. AIDAS theory
❚ 2. Right set of circumstances theory
❚ 3. Buying formula theory
❚ 4 Behavioral equation theory - takes
into account buyer’s decision
process and salespersons influence
process
AIDAS Theory
❚ A - Attention
❚ I - Interest
❚ D - Desire
❚ A - Action
❚ S - Satisfaction
1 Prospect definition
2 Searching out potential accounts
3 Qualifying prospect and likely
requirements
4 Relating company product’s to
prospect’s requirements
Sales objections
❚ - Indirect close
❚ - Direct close