Currently browsing category

Sales Management

Stages of Buying Process

Stages of Buying Process The buying process is divided into various stages – Need recognition, Information search, Evaluation of alternatives, Purchase and …

External Factors Affecting Consumer Behaviour

External Affecting Consumer Behavior Besides the internal factors, external factors also Influence consumer behavior. These factors are not individualistic,and are external to …

Customer Portfolio Management

Customer Portfolio Management A company’s marketing strategies ‘should encompass an entire portfolio of customers at different relationship levels’. This process is called …

Designing the Sales Force

Designing the Sales Force Two critical decisions determine the design of sales force: sales force size and sales force organization. Sales Force …