Nature of Salesmanship Salesmanship is not just selling i.e., transferring the ownership of goods in exchange for money. It is the process of persuading the prospective customers to
Classification of Customers on the Basic of Area The customers can be classified on the basis of the area they come from. The demand and needs of customers
Sales organizations have their own option over the variety of methods and tools of training used for the sales force, depending on its needs and resource constraints. These
As salesmen are appointed after a series of tests, only candidates with proven ability are selected for the post. Thus, if the training to a sales person proves
Advantages of Sales Quotas The following are some of the advantages and disadvantages of fixing sales quotas. 1. Sales quotas enable the management to estimate the total sales
Methods of Setting Sales Quotas The sales quota is determined in many ways. 4 important methods of setting sales quotas are discussed as follows: 1. Top Management Downward
What is Sales Quota? A sales quota is a standard for measuring the achievement of salesman in a sales organization. Sales quota is the estimated volume of sales
Selling is a two-way relationship. It benefits the buyer and therefore benefits the salesman himself. A salesman should have specialized knowledge of the commodity he is selling. Similarly,
The duties and responsibilities of a salesman differ from one business to another depending upon the nature of the business, the size of the business, the type of
Features of Straight Commission Method of Remuneration Under Straight Commission method, no fixed monthly salary is paid to a salesman. Only a certain percentage of commission is paid
