selling and negotiation skills

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1、SellingandnegotiationskillsQualitiesofaprofessionalsalesexecutive-ThoroughanalysisMarketefficientqualitativeandquantitativepersonal-sellingobjectivesSellingandnegotiationskillsAppropriatesalespoliciesPersonalsellingstrategySellingandnegotiationskillsSkillfulapplic

2、ationoforganizationalprinciplestotheconductofasalesoperationTheabilitytoinstall,operateandusecontrolproceduresappropriatetothefirm‘ssituationsandobjectivesResponsibilitiesofasalesexecutive1)totheirorganization2)tothecustomers3)tothesocietyResponsibilitiestowardsth

3、eorganization1)obtainingsalesvolume2)providingprofitcontributions3)continuingbusinessgrowthResponsibilitiestowardsthecustomerCustomerscanbewholesalers,retailersorindustrialusersAllofthemexpecttosupplyeasilyresalableproductsandservicesResponsibilitiestowardsthecust

4、omerBackedbysupportingactivities(trainingtodealer’ssalespersonnel,helpinpreparinglocaladvertisement,provisionofcreditetcAssurancethattheproductsandservicesarewiseinvestmentResponsibilitiestothesocietySocietylookstothemtoassurethedeliveryofgoodsandservicesthatfinal

5、buyerswantsatpricesthatfinalbuyersarewillingtopayTodevelopandmarketproductswhichareminimalenvironmentdamaging(sociallyresponsibleproducts)EvolutionofthesalesdepartmentPriortoindustrialrevolution,small-scaleenterprisesdominatedtheeconomicscene.Orderswereobtainedwit

6、hminimumeffortsSingleindividualsupervisedallthephasesofthebusinessEvolutionofthesalesdepartmentManufacturingproblemsreceivedthemostattention(sellingandmarketingwashandledonapart-timebasis)Withindustrialrevolution,whichbeganin1760,inEngland(shortlyaftertheAmericanr

7、evolution),findingnewmarketsbecameessentialEvolutionofthesalesdepartmentAdjacentmarketscouldnotabsorbtheincreasedquantitiesSalesdepartmentswereestablishedonlyaftertheactivationofmanufacturingandfinancialdepartmentsSalesexecutiveasa-coordinatorCoordinationinvolving

8、-1)theorganization2)theplanning3)otherelementsinthemarketingstrategyOrganizationandco-ordinationCoordinationofthedifferentorder-gettingmethodspersonalse