A control technique contributes to the effectiveness of sales
management if it implemented properly. The periodic sales audits provide
a widespread appraisal of the total personal selling operations, identifying
areas of strength with a potential of further utilization and areas of
weakness with potential for improvement.
Objective
1.1 Introduction
1.2 Definition
1.3 Benefits of selling activities
1.4 Elements of sales management
1.5 Objectives of sales management
1.6 SMBO approach
1.6.1 Process of SMBO
1.6.2 Importance of SMBO
1.7 Organisation of selling unit
1.7.1 Need and Importance
1.7.2 Functions of Sale Organisation