The document discusses various concepts related to sales management and personal selling. It defines sales management as planning, directing, and controlling personal selling activities. It describes the importance of sales management in generating revenue. It also discusses theories of selling like AIDA and buying decision processes. Key steps in the personal selling process are prospecting, pre-approach, approach, presentation, overcoming objections, and follow-up. Sales forecasting methods include survey, expert opinion, statistical techniques, and trend analysis. Determining the optimal sales force size is important to maximize sales while controlling costs.

40. Behavioral Equation Theory

51. Process or Steps in Effective Selling Prospecting & Qualifying Preapproach Approach Presentation & Demonstration Overcoming Objections Closing Follow up & Maintenance

67. Approach adopted by counter salesmen

72. Overcoming Objections

74. Follow up and Maintenance

85. Sales Force Structure Sales Force Structure Product Based Structuring Territory Based Structuring Customer Based Structuring

88. Setting up a Sales Organization Defining the Objectives Determination of Activities Grouping activities in to position Assignment of Personnel to Position Provisions for coordination & Control

196. Continued---- Evaluation Factors Weightage Evaluation Salesperson Score = A *B Product knowledge .15 .9 .135 Market Knowledge .10 .8 .080 Past Sales Performance .40 1 .400 Communication .15 .8 .120 Selling Skills .20 .9 .180 Total 1.00 .915

230. Continued----