Category: MARKETING MANAGEMENT

PURPOSE OF SALES REPORT

Dr. Toran Lal Verma

General-purpose of the sales report is to provide information for measuring performance. Additional purposes are To provide data for evaluating sales person’s performance: these reports provide details concerning account and prospects called on, a number of calls made, orders obtained, days worked, miles travelled, selling expenses etc. To help the salesperson plan their work: the salesperson could plan his future Read More …

SALES REPORTS

Dr. Toran Lal Verma

The fundamental purpose of sales reports is to provide information about the activities of the salesperson. It serves as a control mechanism, as the management gets the needed information about sales people’s performance in the field. They can compare with targets assigned and can determine the success rate of their sales person. A good sales reporting system assists not only Read More …

FACTORS AFFECTING ETHICS IN PERSONAL SELLING

Dr. Toran Lal Verma

There are many factors which affect ethics in personal selling. these could be individual factors and organizational factors. Individual Factors: Age: since age is associated with length of time in a person’s career, experienced salespersons have been found to be more concentrated toward careful conduct of their responsibilities and are less involved in unethical sales activities. Gender: Reports or studies Read More …

ETHICAL ASPECTS IN PERSONAL SELLING

Dr. Toran Lal Verma

Ethics refers to a set of moral principles dealing with what is right or wrong. These principles govern most of the actions of individuals and organizations. Ethics is very important in businesses. In the context of personal selling where one to one interaction and relationship building is necessary, ethics plays a major role in sustaining such a relationship. Many people Read More …