Business-to-Business Selling and Sales Management: Difference between revisions
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* '''[[w:Sales management|Sales management]]''' is a [[w:business|business]] discipline which is focused on the practical application of [[w:sales|sales]] techniques and the management of a firm's [[w:sales operations|sales operations]]. | * '''[[w:Sales management|Sales management]]''' is a [[w:business|business]] discipline which is focused on the practical application of [[w:sales|sales]] techniques and the management of a firm's [[w:sales operations|sales operations]]. | ||
::: It is an important business function as [[w:Sales (accounting)|net sales]] through the sale of [[w:Product (business)|product]]s and [[w:Service (economics)|services]] and resulting [[w:Profit (economics)|profit]] drive most commercial business. These are also typically the goals and [[w:performance indicator|performance indicator]]s of sales management. ( Wikipedia ) | ::: It is an important business function as [[w:Sales (accounting)|net sales]] through the sale of [[w:Product (business)|product]]s and [[w:Service (economics)|services]] and resulting [[w:Profit (economics)|profit]] drive most commercial business. These are also typically the goals and [[w:performance indicator|performance indicator]]s of sales management. ( Wikipedia ) | ||
* A '''[[w:sales process|sales process]]''' is an approach to selling a product or service. The sales process has been approached from the point of view of an [[w:engineering|engineering]] discipline (see [[w:sales process engineering|sales process engineering]]). ( Wikipedia ) | |||
Revision as of 10:23, 23 January 2015
Course code: MAR3LF003
Teacher: Seija Bergström
B2B Selling and Sales Management - Session 1
- Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.
- It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. ( Wikipedia )
- A sales process is an approach to selling a product or service. The sales process has been approached from the point of view of an engineering discipline (see sales process engineering). ( Wikipedia )