Sales & Marketing Management

Introduction to Sales and
Marketing ……………………………. 1
A. Marketing Management……. 7
1. Market Analysis ……………. 9
2. Marketing Questionnaire17
3. The Importance of Media
Planning …………………………….. 36
4. Pricing Philosophies&
Approaches ………………………… 57
5. Pricing Policy………………. 64
6. The Effects of Discounting
Prices …………………………………. 84
7. Store Merchandising……. 91
Summary of Marketing
Management …………………….. 105
B. Sales Staff Training……….. 107
1. The Art of Selling………. 109
2. Qualifying & Serving
Customer Needs ……………….. 135
3. Telemarketing …………… 147
4. Presentation Skills……… 155
5. Preparing for a Sales
Meeting…………………………….. 164
Summary of Sales Staff
Training …………………………… 168
C. Sales Staff Management … 170
1. Sales Territory
Management …………………….. 172
2. Target Market …………… 176
3. Developing Market & Sales
Force Potential …………………. 184
4. Maximizing Customer Sales
& Staff Potential……………….. 201
5. Maximizing Sales Force
Potential …………………………… 212
6. Personal Performance
Outcomes (PPO)……………….. 229
7. Manager Assessment Tools
244
7.1 Staff Review Questionnaire
…………………………………………. 246
7.2 Senior Staff Position
Assessment……………………….. 251
8. Management Styles &
Leadership Skills………………. 263
9. The Use of Positive
Reinforcement with Personnel
280
10. Commission Sales
Agreement………………………… 286
Summary of Sales & Marketing
Management …………………….. 294
Glossary of Terms…………….. 297