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What are Different Phases of Selling Process
Phases of Selling Process There are different phases of selling process. A salesperson must know some of the personal selling strategies to make a sale. Moving step by step from preparation to...
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Designing the Sales Force Two critical decisions determine the design of sales force: sales force size and sales force organization. Sales Force Size Sales force size is decided by workload approach....
View ArticleSteps in Management of the Sales Force
Management of the Sales Force A large proportion of employees of companies are engaged in sales activities. Efficiency and effectiveness of a sales force are very strong determinants of competitiveness...
View ArticleSegmenting Consumer Markets – Behavioral, Psychographic and Profile Variables
Segmenting Consumer Markets Markets can be segmented in many ways. Segmentation variables are the criteria that are used for dividing a market into segments. The chosen criteria should be good...
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What is Competitive Strategy and Sources of Competitive Strategy
Competitive Strategy Success is achieved by choosing a generic strategy and following it. Below-average performance is associated with failure to achieve any of these generic strategies. The result is...
View ArticleCustomer Portfolio Management
Customer Portfolio Management A company’s marketing strategies ‘should encompass an entire portfolio of customers at different relationship levels’. This process is called ‘customer portfolio...
View ArticleExternal Factors Affecting Consumer Behaviour
External Affecting Consumer Behavior Besides the internal factors, external factors also Influence consumer behavior. These factors are not individualistic,and are external to the individual. These...
View ArticleStages of Buying Process
Stages of Buying Process The buying process is divided into various stages – Need recognition, Information search, Evaluation of alternatives, Purchase and Post-purchase evaluation of decisions. Below...
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Factors Affecting Decision Making Process of Consumer
Factors Affecting Decision Making Process of a Consumer Various factors influence the decision-making process of a consumer. Some of these are internal factors or personal influences that are...
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5 Promotional Items for Boosting Your Business’s Sales
5 Promotional Items for Boosting Your Business’s Sales Boosting your business’s sales is key if you want to compete in today’s intense economic landscape. One of the best ways to get people to notice...
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