Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Question

Quizplus · Accepted Answer

Sales management involves planning and implementing the selling program of a firm. It includes organizing the sales team, setting goals and quotas, training and motivating the sales force, and evaluating their performance. Personal selling is a key element of the selling program, but it is only one part of sales management. Team selling refers to the collaboration of two or more people in selling to a customer, while sales engineering involves providing technical expertise to support the sales effort. Relationship marketing is a broader concept that focuses on building long-term, mutually beneficial relationships with customers.

Planning the Selling Program and Implementing and Evaluating the Personal