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SALES MANAGEMENT: AN OVERVIEW

1 Subject: SALES management Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No.: 01 Vetter: Dr. Bishnoi SALES management : AN OVERVIEW STRUCTURE Objective Introduction Definition Benefits of selling activities Elements of SALES management Objectives of SALES management SMBO approach Process of SMBO Importance of SMBO Organisation of selling unit Need and Importance Functions of Sale Organisation Structure of SALES Organisation Steps to establish a SALES structure Summary Keywords Self assessment questions References/suggested readings 2 OBJECTIVE After going through this lesson, you will be able to- Discuss the SALES , SALES management and related concepts. Explain the structure and objectives of a SALES organisation.

(3) Benefits to business firms; their sales-persons and customers: salespersons are owned by their companies, while customers are the end-users of the company’s product(s) and/or services, all these people, in the chain of marketing, stand to benefit by sales-activities. A business firm can be profitable only if its revenues exceed its costs.

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  Management, Seal, Overview, Firm, An overview, Sales management

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