The document discusses different models of selling including transactional selling which focuses on sales skills and product differentiation, and relationship selling which emphasizes general management skills, value-based offers, and developing trusted partnerships with customers. It also outlines the responsibilities of sales management such as organizing the sales force, strategic planning, and performance evaluation. Finally, it discusses factors important for professional salespeople like listening skills, adaptability, and the ability to overcome objections.

1. SALES MANAGEMENT Yrd.Doç.Dr.DİLEK SAĞLIK

2. Selling and Sales Management Jobber and Lancaster 8th edn,2009

3. Chp 1 Development & Role of Selling in marketing?

4. WHAT'S SELLING?

6. SALES MANAGEMENT; the management of the personal selling component of an organization’s marketing program. SALES MANAGEMENT RESPONSIBILITIES Organizing the Sales force Recruiting Selection Training & Development Strategic Planing Motivation & Supervision Performance Evaluation Communication Coordination Integration

10. COMPANY TYPES Procedural Procedural Procedural Procedural Personal Personal Personal Personal A B C D