Basic objective of this lecture is to present on the process of selling and Buying. In the old world of selling, a salesperson departed the office in the morning and hopefully returned in the afternoon with newly signed contracts in his or her briefcase. Although this mode of selling was once an acceptable way of life, it has fallen out of favor with sales management.it is impossible to measure and manage the improvement of the sales force. If all a sales manager knows is the number of people who departed in the morning and the number of contracts that returned in the afternoon, there is no way to identify opportunities for improvement.
The process of Selling and Buying
