Sales Management: Products and Services. Dr Jae K Shim

      

      Sales Management: Products and Services

      Sales Management

      Products and Services

      Dr Jae K Shim MBA, PHD

      Professor of Business

      California State University, Long Beach

      and

      CEO

      Delta Consulting Company

      © Jae K Shim 2012

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      Global Professional Publishing

      Random Acres

      Slip Mill Lane

      Hawkhurst

      Cranbrook

      Kent TN18 5AD

      Email: [email protected] Website: www.gppbooks.com

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      ISBN 978-1-906403-79-9

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      Contents

       Preface

       About the Author

       Chapter 1: Sales Management and Selling: Its Development and Role in American Society

       The applications of personal selling

       Scope and significance of personal selling and sales management

       Nature of Personal Selling and Sales Management

       Personal Selling in Marketing

       Creating Customer Value through Salespeople: Relationship and Partnership Selling

       The contributions of selling

       New concepts in selling

       Is salesmanship an art or a science?

       Must you be a born salesperson or can salesmanship be taught and learned?

       Chapter 2: The Salesperson’s Responsibilities and Qualifications

       Her responsibility to the company

       Qualifications for selling

       Product knowledge

       Positive attitude

       Enthusiasm

       Confidence

       Liking people

       Empathy

       Ability to communicate and persuade

       Determination and persistence

       Self-starter

       Sense of humor

       Creativity

       Appearance

       Good health

       Poise and composure

       Sincerity and honesty

       Developing necessary qualifications

       Chapter 3: Selling as a Career

       Disadvantages of selling

       Types of selling careers