Ch 19: Selling & Sales Forecasting

About This Chapter

Use this chapter to review traditional, personal, and relationship selling in sales forecasting. Use this chapter as part of your professional development or to study for a business exam. Plus, each lesson includes a quiz to help you test your knowledge.

Selling & Sales Forecasting - Chapter Summary

This business chapter is exclusively focused on sales, so you can count on this being a niche resource if you need to study sales forecasting and methods. You can study the step-by-step processes for various selling methods and also review tips for sales forecasting. Personal selling and relationship selling techniques are thoroughly described.

You should be able to meet the following objectives by completing this chapter:

  • Know factors and time frames of short-term, intermediate-term, and long-term sales forecasting *Enumerate the differences between traditional selling and relationship selling models
  • Differentiate between personal selling and relationship selling
  • Describe the steps involved in personal selling
  • Implement key principles of relationship selling

This lessons in this chapter very neatly delineate the different types of sales forecasting time frames and sales models. The video lessons highlight important terms and definitions, and if you refer to the text transcripts, you'll find a section for each step, allowing you to easily scan for important information and mentally organize the separate steps. Our instructors have business qualifications and real experience, and they write their lessons from the perspective of a mentor.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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