SALES MANAGEMENT- A CASE STUDY
SATIŞ YÖNETİMİ- BİR ÖRNEK OLAY ÇALIŞMASI

Author : Şahin EKBER
Number of pages : 166-175

Abstract

Personal selling is important activity for companies. In most companies the sales personnel are the single most important link with the customer. The firms that deal with distribution frequently use personal selling. The purpose of this research is to analyze personal selling applications, to present how do activities in selling management are performed, to research technology and methods that are used in one of the largest distribution company of Azerbaijan. For this purpose we have used case study method. We collect data via formal interview. Interview questions consist of personal selling and sales management activities such as sales types, sales organization, sales plan, sales technologies, collection of payments. We ask questions to the sales manager of the company. The answers summarized and included to this paper.

Keywords

Personal Selling, Sales Management, Case Study

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