SellingandSalesManagementcollege2and3.pptVIP

SELLING and SALES MANAGEMENT;4.1 Forces influencing on selling;Behavioural forces;Technological forces;Managerial forces;4.2 Selecting Sales Channels;4.2 Sales Channels;4.3 B2B versus B2C;Types of production;4.4 Selling for Resale: Outlets;4.5 Selling Services;Table 4.2 Characteristics of services and products;4.6 Sales Promotions;Sales Promotions;Sales Promotions;Figure 4.1 A model of the exhibition communication process;4.8 Public Relations;SELLING and SALES MANAGEMENT;9.1 Key Account Management;Distinctions table 9.1;Table 9.1 Distinctions between transactional selling and key account management;Critical Internal conditions;9.2 Advantages External;Advantages Internal;Reasons for Account management;Figure 9.3 Key account relational development model;Table 9.2 Tasks performed and skills required by key account management;9.5 Competences;Competences;9.8 Building relationships;9.9 Information Planning;Figure 9.4 Key account planning system;9.10 K.S.F. for K.A.M.;Figure 9.1 Traditional (bow-tie) buyer–seller relationship: communication is between salesperson and buyer;Figure 9.2 Key account (diamond) based relationship: key account manager co-ordinates communication which is direct between functions