INTRODUCTION TO THE SALES MANAGEMENT IN THE 21st CENTURY

1. Personal selling is the most expensive marketing communications tool that most organizations use.

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2. The sales force is usually a firm's most direct link with the customer.

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A focus on relationship selling usually increases the number of vendors a company does business with.

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4. Today it is common for sales managers to direct rather than mentor sales people.

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5. The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

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6. The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

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7. Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

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8. The five broad categories that make up the external environment are: 1. economic 2. social and cultural 3. legal, political and ethical 4. natural and 5. technical

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9. A company's distribution system is part of its external economic environment.

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10. Antitrust laws are aimed primarily at preserving and enhancing competition among firms in an industry.

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