How Can Salespeople Improve 
Their Selling, Negotiating, And 
Relationship Marketing Skills? 
Kotler, Chapter 18 
Prof. Sa...
Sameer Mathur 
BuddingMarkets.com 
IIM, Lucknow, Marketing Professor 2013 – 
Marketing Professor 2009 – 2013 
Ph.D. and M....
Contents 
3 
Sales Professionalism 
Negotiation 
Relationship Marketing 
Prof. Sameer Mathur & Prof. Prem P. Dewani, www.B...
Improving Effectiveness 
4 
Managing the Sales Force: Improving 
Effectiveness 
Marketing Management | Kotler and Keller
Improving Effectiveness 
5 
Major Aspects Include: 
 Sale Professionalism 
 Negotiation 
 Relationship Marketing 
Prof....
Sales Professionalism 
6 
Sales-Oriented Approach 
Stresses high pressure 
techniques 
Customer-Oriented Approach 
Stres...
Improving Effectiveness 
7 
Major Steps In Effective Selling 
Prof. Sameer Mathur & Prof. Prem P. Dewani, www.BuddingMarke...
Negotiation 
8 
A dialogue intended to reach 
an understanding, resolve 
points of difference, to gain 
advantage for an i...
Relationship Marketing 
9 
Marketing activities aimed at 
developing and managing trusting 
and long-term relationships wi...
Image Credits 
10 
• http://toplawyercoach.com/2012/10/lets-make-a-deal-helpful-tips-for-negotiating/ 
• http://jackmalcol...
Sameer Mathur 
BuddingMarkets.com 
IIM, Lucknow, Marketing Professor 2013 – 
Marketing Professor 2009 – 2013 
Ph.D. and M....
Over 1 Million views 
from more than 100 countries 
Top 1% most viewed 
Prof. Sameer Mathur Over 250 presentations on 
Mar...
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(Kotler, Chap. 18-5) How Can Salespeople Improve Their Selling, Negotiating , And Relationship Marketing Skills?

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(Kotler, Chap. 18-5) How Can Salespeople Improve Their Selling, Negotiating , And Relationship Marketing Skills?

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Transcript of "(Kotler, Chap. 18-5) How Can Salespeople Improve Their Selling, Negotiating , And Relationship Marketing Skills?"

  1. 1. How Can Salespeople Improve Their Selling, Negotiating, And Relationship Marketing Skills? Kotler, Chapter 18 Prof. Sameer Mathur, Ph.D. Prof. Prem P. Dewani, Ph.D.
  2. 2. Sameer Mathur BuddingMarkets.com IIM, Lucknow, Marketing Professor 2013 – Marketing Professor 2009 – 2013 Ph.D. and M.S. (Marketing) 2003 – 2009 BTech, Indian Institute of Technology, Roorkee 1995 – 1999 2 Prem Prakash Dewani IIM, Lucknow, Marketing Professor 2013 – Ph.D. (Marketing) 2007 – 2013
  3. 3. Contents 3 Sales Professionalism Negotiation Relationship Marketing Prof. Sameer Mathur & Prof. Prem P. Dewani, www.BuddingMarkets.com
  4. 4. Improving Effectiveness 4 Managing the Sales Force: Improving Effectiveness Marketing Management | Kotler and Keller
  5. 5. Improving Effectiveness 5 Major Aspects Include:  Sale Professionalism  Negotiation  Relationship Marketing Prof. Sameer Mathur & Prof. Prem P. Dewani, www.BuddingMarkets.com
  6. 6. Sales Professionalism 6 Sales-Oriented Approach Stresses high pressure techniques Customer-Oriented Approach Stresses customer problem solving Marketing Management | Kotler and Keller
  7. 7. Improving Effectiveness 7 Major Steps In Effective Selling Prof. Sameer Mathur & Prof. Prem P. Dewani, www.BuddingMarkets.com
  8. 8. Negotiation 8 A dialogue intended to reach an understanding, resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Marketing Management | Kotler and Keller
  9. 9. Relationship Marketing 9 Marketing activities aimed at developing and managing trusting and long-term relationships with customers. Companies are shifting focus away from transaction marketing to relationship marketing Prof. Sameer Mathur & Prof. Prem P. Dewani, www.BuddingMarkets.com
  10. 10. Image Credits 10 • http://toplawyercoach.com/2012/10/lets-make-a-deal-helpful-tips-for-negotiating/ • http://jackmalcolm.com/blog/2010/10/sales-professionals/ • http://vtiperformance.com/Graphics/Neg%20Quote.png • http://b-i.forbesimg.com/steveolenski/files/2013/06/BOOK-relationship-marketing.jpg • http://masterful-marketing.com/wp-content/uploads/relationship-marketing-loyalty-trust.jpg Marketing Management | Kotler and Keller
  11. 11. Sameer Mathur BuddingMarkets.com IIM, Lucknow, Marketing Professor 2013 – Marketing Professor 2009 – 2013 Ph.D. and M.S. (Marketing) 2003 – 2009 BTech, Indian Institute of Technology, Roorkee 1995 – 1999 11 Prem Prakash Dewani IIM, Lucknow, Marketing Professor 2013 – Ph.D. (Marketing) 2007 – 2013
  12. 12. Over 1 Million views from more than 100 countries Top 1% most viewed Prof. Sameer Mathur Over 250 presentations on Marketing www.BuddingMarkets.com

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