March 31, 2020 - COMMERCESTUDYGUIDE

PERSONAL SELLING AND SALESMANSHIP BY NEERU KAPOOR

March 31, 2020October 6, 2021 TORAN LAL VERMA

Dear students, the only book available in the market for this subject is by Dr Neeru Kapoor. She has provided a very point to point explanation of the things mentioned in the latest syllabus. although I have provided detailed notes for all five units, you may refer to this book for better insight.

PREAPPROACH STEP IN PERSONAL SELLING PROCESS

March 31, 2020October 6, 2021 TORAN LAL VERMA

The pre-approach step includes all the information gathering activities necessary to learn relevant facts about the prospect. It is an effort to get details regarding the prospect such as his ability, need, authority, accessibility to buy; it is a closer look of prospects, likes and dislikes, tastes, habits, financial status, social esteem, material status, family background IMPORTANCE OF PRE-APPROACH Pre-approach Read More …

IDENTIFYING AND QUALIFYING PROSPECTS

March 31, 2020October 6, 2021 TORAN LAL VERMA

Prospecting is the first stage of the selling process. Prospecting is the lifeblood of sales because it identifies potential customers.” A steadily growing list of qualified prospects is important for reaching the sales targets. A prospect is a potential buyer. According to Futrell, “A prospect is a qualified person or organisation that has the potential to buy the good or Read More …

SOURCES OF RECRUITMENT AND THEIR ADVANTAGES AND DISADVANTAGES

March 31, 2020October 6, 2021 TORAN LAL VERMA

The candidates may be available inside or outside the organisation. Basically, there are two sources of recruitment i.e., internal and external sources. INTERNAL SOURCES Best employees can be found within the organisation. When a vacancy arises in the organisation, it may be given to an employee who is already on the pay-roll. Internal sources include promotion, transfer and in certain Read More …