TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 10 - Krishna K Havaldar, Vasant M Cavale

Chapter 10 - Sales force ethics. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling. | Chapter 10 Channel Institutions - Retailing SDM- Ch 10 Tata McGraw Hill Publishing Learning Objectives Understand what retailing is all about Global retail scene and trends Indian retail scene and trends Types of retailers Trade and retail formats, trading area Retail management strategies and operations Measuring retail performance Franchising and e-tailing FDI in retail in India SDM- Ch 10 Tata McGraw Hill Publishing What is Retailing? Any business entity selling to consumers directly is retailing – in a shop, in person, by mail, on the internet, telephone or a vending machine Retail also has a life cycle – newer forms of retail come to replace the older ones – the corner grocer may change to a supermarket Includes all activities involved in selling or renting products or services to consumers for their home or personal consumption SDM- Ch 10 Tata McGraw Hill Publishing Retailing Term retail derived from French word ‘retaillier’ meaning ‘to break bulk’ Characteristics: .

• Quản trị kinh doanh
• Sales management
• Dalrymples sales management
• Lecture Dalrymples sales management
• Ethical leadership
• Sales force leadership
• Sales opportunity management
• Qualifying prospects
• Sales force activities
• 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
• Account relationship management
• Decision making process
• 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