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Personal Selling and Sales Management <ul><li>Presented by  </li></ul><ul><li>Bhavani </li></ul><ul><li>09d31eooo3 </li></...
Definition of Personal Selling <ul><li>Personal selling involves oral conversations, either by telephone or face-to-face, ...
Three Categories of Personal Selling <ul><li>Field sales </li></ul><ul><li>Telephone sales </li></ul><ul><li>Inside sales ...
Five Major Personal Selling Strategies <ul><li>Stimulus response </li></ul><ul><li>Mental states </li></ul><ul><li>Formula...
Steps in the Sales Process <ul><li>Prospecting and qualifying prospective customers: </li></ul><ul><li>Blind prospecting <...
Steps in the Sales Process <ul><li>Presenting and demonstrating services: </li></ul><ul><li>Sales presentation </li></ul><...
Steps in the Sales Process <ul><li>Closing the sale. </li></ul><ul><li>Verbal closing clues </li></ul><ul><li>Non-verbal c...
Functions of Sales Management <ul><li>Sales-force staffing and operations </li></ul><ul><li>Sales planning </li></ul><ul><...
Contents of the Sales Plan <ul><li>Sales objectives </li></ul><ul><li>Sales activities </li></ul><ul><li>Sales budget </li...
Roles of the Sales Plan <ul><li>Preparing sales forecasts </li></ul><ul><li>Developing sales department budgets </li></ul>...
<ul><li>THANX </li></ul>
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  1. 1. Personal Selling and Sales Management <ul><li>Presented by </li></ul><ul><li>Bhavani </li></ul><ul><li>09d31eooo3 </li></ul><ul><li>Mba </li></ul><ul><li>Iiet. </li></ul>
  2. 2. Definition of Personal Selling <ul><li>Personal selling involves oral conversations, either by telephone or face-to-face, between salespersons and prospective customers. </li></ul>
  3. 3. Three Categories of Personal Selling <ul><li>Field sales </li></ul><ul><li>Telephone sales </li></ul><ul><li>Inside sales </li></ul>
  4. 4. Five Major Personal Selling Strategies <ul><li>Stimulus response </li></ul><ul><li>Mental states </li></ul><ul><li>Formula </li></ul><ul><li>Need satisfaction </li></ul><ul><li>Problem solving </li></ul>
  5. 5. Steps in the Sales Process <ul><li>Prospecting and qualifying prospective customers: </li></ul><ul><li>Blind prospecting </li></ul><ul><li>Cold calling or canvassing </li></ul><ul><li>Sales blitz </li></ul><ul><li>Lead prospecting </li></ul><ul><li>Preplanning prior to sales calls: </li></ul><ul><li>Pre-approach </li></ul><ul><li>The approach </li></ul>
  6. 6. Steps in the Sales Process <ul><li>Presenting and demonstrating services: </li></ul><ul><li>Sales presentation </li></ul><ul><li>Demonstration </li></ul><ul><li>Handling objections and questions: </li></ul><ul><li>Restate the objection </li></ul><ul><li>“ Agree and neutralize” tactic </li></ul>
  7. 7. Steps in the Sales Process <ul><li>Closing the sale. </li></ul><ul><li>Verbal closing clues </li></ul><ul><li>Non-verbal closing clues </li></ul><ul><li>Following up after closing the sale. </li></ul>
  8. 8. Functions of Sales Management <ul><li>Sales-force staffing and operations </li></ul><ul><li>Sales planning </li></ul><ul><li>Sales performance evaluation </li></ul>
  9. 9. Contents of the Sales Plan <ul><li>Sales objectives </li></ul><ul><li>Sales activities </li></ul><ul><li>Sales budget </li></ul>
  10. 10. Roles of the Sales Plan <ul><li>Preparing sales forecasts </li></ul><ul><li>Developing sales department budgets </li></ul><ul><li>Assigning sales territories and quotas </li></ul>
  11. 11. <ul><li>THANX </li></ul>
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