Trade promotions include smart ways to push more of your product to your distribution channel. The more the motivation of distribution channel, the more the…
Factors affecting Sales of a Product
Any business, whether a start-up or an established one, put maximum efforts for expanding sales volume because sustained growth in sales is the only key…
Industrial Sales
What is Industrial Sales? 6 Characteristics of Industrial sales Industrial sales or B2B sales is a touch business due to the inherent nature of industrial…
6 Factors influencing structure of Sales organization
The sales department in most organizations is usually formed to help handle inbound calls and sales related tasks. The department can also take up the…
What is Primary sales, Secondary sales and Tertiary sales and what factors determine them?
Any company which produces goods is concerned with the sale of the goods and movement of goods from the company to the end customer. This…
8 Reasons for sales pressure and how to manage sales pressure?
If someone asks me the toughest jobs out there, i will definitely nominate sales as one of the top 10 toughest jobs. The reason is…
Cold Canvassing and its Application in Marketing
Cold canvassing is an interesting and widely used concept in Marketing. All of us have either done cold calling or have been a target of…
10 Personal Selling Skills required for success in sales
Sales is one of the toughest jobs in all industries. This is because a sales guy has to face rejection over and over again and…
Why sales incentives should be used to motivate your sales staff?
Recently, i wrote an article which gave me the idea to write another article on Sales incentives and its role in the motivation of your…
Sales Promotion – Best 16 Types Explained With Examples
Chances are, right now if you step out in the market, you will find a shop offering discounts on all its products. Similarly, you might…
Why Sales motivation is important and what are Objectives of Sales motivation?
Sales is one of the toughest jobs out there simply because of the number of rejections involved to reach a sales target. You have to…
What is Sales Prospecting & its role in Sales?
When you want to paint a picture, you have to start with a blank page. Just like that, when you want to make a sale,…
Adaptive selling & how to use it for sales
Adaptive selling is a strategy that requires the sales representative to adapt or customize the selling style based on the behavior of the customer. This…
Sales Forecasting
Sales forecasting is a difficult area of management. Most managers believe they are good at forecasting. However, forecasts made usually turn out to be wrong!…
Advantages of Decentralized Sales Force
A decentralized sales force constitutes of people placed at various strategic points across locations. These strategic points might be across a region, across a state…
Recruitment and selection of sales personnel
Companies always need employees to help them in realising their goals and objectives as far as operations are concerned. It is the desire of every…
Types of Sales Organizations – Committee Sales Organization
In committee sales organization the committee is never the sole basis for organizing a sales department. It is a method organizing the executive group for…
Types of Sales Organization – Functional Sales Organization
Some sales departments use Functional sales organization. This type, derived from the management theory developed by Frederick W. Taylor, is based upon the premise that each…
Types of Sales organization – Line and Staff Sales Organization
The line and staff sales organization is often found in large and medium sized firms, employing substantial numbers of sales personnel, and selling diversified product lines…
Type of sales organization – Line Sales Organization
The line sales organization is the oldest and simplest sales organizational structure. It is widely used in smaller firms and in firms with small numbers…
Types of Sales Organization
If sound practices are followed in setting up the sales department, the resulting structure takes on features of one or more of four basic types…
The Sales Organization
Effective sales executives insist upon sound organization. They recognize that the sales organization must achieve both qualitative and quantitative personal selling objectives. Over the long…
8 steps to create a strong sales pipeline
Sales is a continuous process and the timelines are such, that you are needed to prospect and close customers again and again. The sales process…
Sales Resistance
Prospects show sales resistance by pointing out real or imagined obstacles, and by voicing objections, sincere or insincere. In analyzing sales resistance, the salesperson need…
Qualities of highly effective salesperson
What qualities should an effective salesperson possess? It is difficult to list “success” qualification. Sales executives jobs cover a gamut of products, markets, and marketing…
Function of Sales Executives
Many sales executives get promoted into their positions because of their previous performances as salespersons. In some companies, outstanding sales persons have in inside track…
How to close a sale? Tips for sales closing
The selling tactics followed by salesperson affect the ease of closing a sale. Low pressure sales are closed more easily than are high pressure ones. On…
How to make the customer buy your product
Once, the customer is through your sales pitch, he has seen your presentations, your catalogues, he knows about your products, he might express desire for…
Objectives of Sales Management
Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives Sales Volume Contribution to profits Continuous Growth The…
What is Sales Management and its role in an Organization?
Sales is a field of marketing which has made millionaires. A simple reason being that sales is not a comfortable job for any company and…
The ultimate cold calling guide – Use cold calls to your advantage
Quite simply, Cold calling means approaching an end customer without a prior contact or appointment so as to promote and sell your company’s product. Over…
5 sales myth which have to be ignored in today’s sales environment
There are many sales myths associated with joining a sales profile in a company. Many management executives want to become finance heads, marketing heads and…
How to rock at Corporate Sales
Corporate sales is one of the most sought after profile for a Sales professional. Unlike institutional and channel sales, the strategies needed to excel at…
Sales planning process explained with effective sales process
The sales planning process is very important for an organization as success cannot be achieved by haphazard actions. Sales planning process is usually done in…
How to create a strong channel sales pipeline?
In a corporate sales pipeline, the volume of customers is very high and hence the pipeline involves a lot of companies or customers who have…
How to manage and motivate channel dealers
Channel sales is always tricky. This is because your dependency on other people is double that of corporate sales. In corporate sales, you might meet…
6 smart Sales techniques for retail sales person
In today’s competitive environment, the job of a retail sales person is difficult and he needs to have a lot of sales techniques up his…
6 lessons that sales career teaches entrepreneurs
There are two types of entrepreneurs. One type is when the entrepreneur has directly started his own business and has not worked in an office…
7 tips for Channel sales management
There are numerous industries and businesses which work on channel sales and marketing. In channel sales, instead of employing many executives, the company passes on…
10 factors which determine a good sales personality
Being a sales man or a sales personality in your field is one of the most tough job nowadays due to the number of rejections…
