Abstract Several behavioral, technological, and managerial forces are dramatically and irrevocably changing the way that salespeople and sales managers understand, prepare for, and accomplish their jobs. Field salespeople, operating out of mobile virtual offices, are being empowered and becoming increasingly independent as they shift focus from selling to serving customers. Meanwhile, the sales manager's job is evolving more toward that of channel manager—overseeing a hybrid sales force serving customers in diverse electronic and field channels. A flexible, continuous learning and adapting environment is required for personal selling and sales management success in the 21st Century. Show
Journal Information As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For more than 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals. Emerging topics are addressed through periodic special issues devoted to such cutting-edge issues as CRM and sales force ethics. Publisher Information Building on two centuries' experience, Taylor & Francis has grown rapidlyover the last two decades to become a leading international academic publisher.The Group publishes over 800 journals and over 1,800 new books each year, coveringa wide variety of subject areas and incorporating the journal imprints of Routledge,Carfax, Spon Press, Psychology Press, Martin Dunitz, and Taylor & Francis.Taylor & Francis is fully committed to the publication and dissemination of scholarly information of the highest quality, and today this remains the primary goal. Rights & Usage This item is part of a JSTOR Collection. Read Online (Free) relies on page scans, which are not currently available to screen readers. To access this article, please contact JSTOR User Support . We'll provide a PDF copy for your screen reader. With a personal account, you can read up to 100 articles each month for free. Get StartedAlready have an account? Log in Monthly Plan
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journal article The Computer, Personal Selling, and Sales ManagementJournal of Marketing Vol. 39, No. 3 (Jul., 1975) , pp. 27-33 (7 pages) Published By: Sage Publications, Inc. https://doi.org/10.2307/1250898 https://www.jstor.org/stable/1250898 Read and download Log in through your school or library Alternate access options For independent researchers Read Online Read 100 articles/month free Subscribe to JPASS Unlimited reading + 10 downloads Purchase article $41.50 - Download now and later Abstract The past decade has seen the increasing involvement of the computer in marketing areas, such as sales management and personal selling, that have been traditionally associated solely with personal relations. In this article, Comer reviews and describes various applications of the computer in diverse sales management and personal selling situations. Journal Information The Journal of Marketing (JM) develops and disseminates knowledge about real-world marketing questions relevant to scholars, educators, managers, consumers, policy makers and other societal stakeholders. It is the premier outlet for substantive research in marketing. Since its founding in 1936, JM has played a significant role in shaping the content and boundaries of the marketing discipline? Publisher Information Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE is a leading international provider of innovative, high-quality content publishing more than 900 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority owned by our founder and after her lifetime will become owned by a charitable trust that secures the company’s continued independence. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC and Melbourne. www.sagepublishing.com Rights & Usage This item is part of a JSTOR Collection. What are the functions of a sales management company?It further performs sales force recruiting, selecting, training, assigning, routing, directing, motivating, remunerating, evaluating, and controlling functions of personal selling. Sales management implements the marketing plan to generate sales performance.
What are the basic sales management tools used in sales activities?The sales personnel engaged in direct sales require a strong persuasive ability and skills to identify a prospect’s buying motives. The direct salespeople receive the compensation in terms of commission on the volume of sales. These are the basic various sales management tools used in sales activities: Tool # 1. Sales Plans:
What is the role of salesperson in a retail store?These sales are very much individual consumer oriented. The sales personnel operate as sales representatives of the company or as facilitators of an in-house retail stores. The major takeoff of the sales representatives will be to collect orders from the consumers or organisations.
What are the main functions of scientific salesperson?Scientific salespersonship, management and control of sales force 15. Marketing research 16. Planning and control of sales operations and control of sales costs 17. Selection and management of channels of distribution 18. Branding, packing and labeling 19. After sales service, if necessary 20. Integration and coordination of all functions
What is the role of personal selling?Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
What is sales management quizlet?Sales Management. The function of planning directing, and controlling the personal selling activities of a business unit, including recruting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the sales forces.
What do you mean by personal selling process and approaches in sales management?Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
What is the purpose and goal of the selling function?The purpose of selling is to help customers make satisfying buying decisions with the goal of creating ongoing, profitable relationships with them.
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Which function of sales management might include grouping sales staff by product or geography?
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