Introduction Negotiation is a fact of life. It is the basic means of getting what you want from others. It is a two-way communication process designed to reach an agreement when the two sides have some interests that are shared and others that are opposed. When we look around ourselves...
Sales And Distribution Strategy – Role In The Exchange Process Sales and distribution management constitutes one of the most important parts of marketing management. As you have already seen, “Exchange” is the core, aspect of marketing, and it is the sales and distribution management which facilitates it. Sales Management has...
Introduction The terms ‘Personal Selling‘ and ‘Salesmanship‘ are often used without distinction. However there are some vital differences between the two terms. Salesmanship is Seller initiated effort, that provides prospective buyers with information and motivates them to make favorable decisions concerning the seller’s products or services. ‘Personal Selling’ is a...
Introduction When a salesperson of Eureka Forbes contacts a housewife and sells his vacuum cleaner, he is actually doing personal selling. When the salesperson of Hindustan Lever visits a grocery store and sells Lux, Lifebuoy, Wheel, etc., he’s also practicing personal selling. When a candidate wants to be selected as...