Major Sales influences
Define Distribution
Explain what channel of distribution is.
Identify the various channels of distribution
Explain the advantages of each channels of distribution
Corporate buying behavior
Explain corporate buying behavior
Explain how each factor can help to increase sales
Environmental factors affecting consumer behavior
List the sociological factors affecting consumer behavior.
Explain the dangers of conventional market profits.
Explain customer attitude and behavior.
Decision process
Explain decision process.
Reasons for consumer decision.
Methods of decision process.
Describe how consumer decision affects sales.
Discuss the difficulties of consumer decision process.
Consumer
Define a consumer.
Define consumer market.
Name four factors that influence consumer buying behavior.
List and define major types of buying decision.
Identify consumer buying habit.
Discount
Explain the term “discount”.
Types of discount.
Importance of discount to customers.
Reason for discount.
Demand
Explain the meaning and types of demand.
Identify the relationship between demand and pricing
States the effects of increase or decrease in demand.
List the market forces.
State the laws of demand.
pricing
Explain the meaning of pricing.
Develop pricing strategies.
Identify problem of pricing.
Identify price changes and customer attitudes.
Mention the factors affecting product pricing
Entrepreneurship And Finance
At the end of this lesson, the students should be able to understand Entrepreneurship And Finance
Demand
At the end of this lesson, the students should be able to understand Demand
Promotion
Define Promotion.
State the types of promotion.
Explain the usefulness of promotion to salesmanship.
State the advantages & disadvantages of promotion
Branding and Packaging
Define branding.
Define Packaging.
Give the reasons for branding and packaging.
Enumerate the advantages and disadvantages of branding and packaging.
COMMUNICATION PROCESS
Define communication.
Means of communication.
State the importance of communication to salesmen.
List the communication barriers.
ADVERTISING
Define advertising.
reasons for advertising to:
i. The company
ii. The salesmen
iii. Advantages and disadvantages of advertising.
List forms of advertising media.
Finance
Explain meaning of finance.
Explain the role and importance of finance.
List and explain the various source of finance.
List the types of financial institution and how they help in salesmanship.
Sales forecasting
Define sales forecasting
Explain the uses of sales forecast
Mention the types of forecasting methods.
Enumerate the advantages of forecasting.
Sales management and factors affecting sales
Define sales management
Identify the factors affecting sales.
State the duties of sales management.
Explain the roles of sales forces.
Identify and explain sales management and sales decision.
Cost Ease
At the end of this lesson, the students should be able to understand Cost Ease
Types Of Wholesalers And Warehousing
At the end of this lesson, the students should be able to understand the Types Of Wholesalers And Warehousing
Types And Its Relationship With Marketing
At the end of this lesson, the students should be able to understand the Types And Its Relationship With Marketing