Page 7 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sukhpreet Kaur, Lovely Professional University Unit 1: Introduction to Sales Management

Unit 1: Introduction to Sales Management Notes

CONTENTS
Objectives
Introduction
1.1 Overview of Sales Management
1.2 Sales Management and Control
1.3 Buyer Seller Dyads

1.3.1 Advantages of Personal Selling
1.3.2 Disadvantages of Personal Selling
1.3.3 New Approaches in Selling
1.4 Diversities of Personal Selling Situations
1.4.1 Service Selling
1.4.2 Developmental Selling
1.5 AIDAS Theory of Selling

1.6 Selling Process
1.6.1 Prospecting
1.6.2 Pre-approach
1.6.3 Approaching
1.6.4 Presentation and Demonstration
1.6.5 Handling Objections
1.6.6 The Close
1.6.7 Follow up
1.7 Summary

1.8 Keywords
1.9 Self Assessment
1.10 Review Questions
1.11 Further Readings

Objectives

After studying this unit, you will be able to:

State the concept of sales management and control
Identify the relevance of buyer seller dyads
Realise the diversity of personal selling situations
Explain AIDAS theory of selling
Discuss Selling Process

LOVELY PROFESSIONAL UNIVERSITY 1