The Field Of Sales Force Management

Selling involves convincing the customers about the need for a particular product or service and finally persuading the customers to buy the product or service. In an organization, the responsibility of effecting sales lies with the salesforce. It is imperative to judiciously choose intelligent, hardworking personnel who have a knack for selling to be inducted into the salesforce. In recent times, two distinct types of selling paradigms have been evolved viz. transaction selling and relationship selling. In the former, the selling process takes the form of a transaction wherein the buyer ?looses? and the seller ?gains.? In the latter, however, with the close of sale an enduring relationship is established between the buyer and the seller and there is no sense of loss or gain on either side. The latter is the offshoot of customer relationship management. The paper examines various issues involved in sales and salesforce management.

Provided by: University of New Mexico Topic: Date Added: Jan 2003 Format: HTML

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