TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 4 - Krishna K Havaldar, Vasant M Cavale

Chapter 4 - Account relationship management. This chapter presents the following content: account relationship management concepts, standard questions in a value analysis study, determine the decision-making process, buying center members, economic buying influence,. | Chapter 4 Management of Sales Territories and Quotas Learning Objectives To understand the concept of and reasons for sales territories To learn designing sales territories and assigning salespeople To know territory coverage, including routing, scheduling, and time management To understand objectives and types of sales quotas To learn the methods of setting sales quotas To get insight into setting and administration of sales quotas Sales Territories A sales territory consists of existing and potential customers, assigned to a salesperson Most companies allot salespeople to geographic territories, consisting of current & prospective customers Major Reasons / Benefits of Sales Territories Increase market / customer coverage Control selling expenses and time Enable better evaluation of salesforce performance Improve customer relationships Increase salesforce effectiveness Improve sales and profit performance Procedure for Designing Sales Territories Select a control unit* Find location

• Quản trị kinh doanh
• Sales management
• Dalrymples sales management
• Lecture Dalrymples sales management
• Sales force activities
• Account relationship management
• Decision making process
• Sales opportunity management
• Qualifying prospects
• Dalrymple's sales management
• Lecture Dalrymple's sales management
• Sales program planning
• Management decisions
• Strategy implementation decisions
• Sales force program decisions
• Sales force organization
• Strategic account programs
• Product specialist organization
• Sales training
• Sales training process
• Determining training needs
• Recruiting and selecting personnel
• Sales force competencies
• Selecting sales personnel
• Ethical leadership
• Sales force leadership
• Newly appointed sales manager
• Fundamentals of sales management
• Current sales culture
• Embracing change
• Communication styles
• Strategies for improving communications
• Personal selling
• Marketing mix
• Selling consequences