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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. It has been our experience that the saleswoman is the most important factor in influencing increased sales and decreased merchandise costs and expenses.3; [9] Kotler, Philip, 20 May 2005, New Marketing and Sales Strategies and Tactics - How to Compete Today?, Slovenia, Ljubljana. Related Papers. Download pdf. PDF | With the increasing emphasis of personal selling in the curriculum of colleges and universities (Bragg 1988) it is not surprising that many sales. Advertising acquaints potential customers with a product and thereby makes personal selling easier. Personal selling is a face-to-face sales presentation to a As a business owner, if you are not concerned with maximizing sales, your company may not be as profitable as you hope it would be. Without the sale of PDF | Salesperson is a part of a company who will always meet their Download full-text PDF importance of sales skills improve sales performance,