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Sales Positions and Sales Management

Learn about different sales positions, the personal sales process, alternative sales approaches, and elements in managing a sales force.

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Sales Positions and Sales Management

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  1. Chapter 13 Sales and Sales Management فروش و مدیریت فروش

  2. Chapter 13 Learning Objectives • Understand the range of alternative sales positions • Know the sequence of the personal sales process 1. شناخت دامنه ای از موقعیت های مختلف فروش2. شناخت نتیجه فرایند فروش شخصی

  3. 3. Differentiate between alternative sales approaches 4. Recognize the elements in the management of a sales force 3. تفاوت بین روش های مختلف فروش4. شناسایی عناصر موثر در مدیریت نیروی فروش

  4. Introduction • Personal Selling • Historically involved direct, face-to-face communication between the buyer and the seller • Now occurs via telephone, video conferencing, and computer networks • Sales people are multifaceted • Also conduct relationship-building activities, market research… • فروش شخصی • - ز لحاظ تاریخی شامل رو در رویی مستقیم، ارتباط چهره به چهره بین خریدار و فروشنده • - در حال حاضر به صورت تلفنی، ویدئو کنفرانس، و شبکه های کامپیوتری • - فروش مردمی چند وجهی ست. • -- هدایت فعالیتهای ساختاری ارتباطی، تحقیقات بازار و...

  5. Learning Objective 1 • Types of Sales jobs • New business selling • Trade Selling • Missionary Selling • Technical Selling • -فروش کسب و کار جدید-فروش تجاری-فروش (هیاتهای مبلغ)-فروش فنی

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