CH17.ppt
Upcoming SlideShare
Loading in...5
×
 

CH17.ppt

on

  • 3,147 views

 

Statistics

Views

Total Views
3,147
Views on SlideShare
3,147
Embed Views
0

Actions

Likes
0
Downloads
144
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Sales play an important role in creating value for customers. Service is an underlying dimension as is relationship building. Salespeople create value for customers by: (1) identifying creative solutions to problems; (2) easing the customer buying process; and (3) providing follow-up after the sale is made.

CH17.ppt CH17.ppt Presentation Transcript

  • PERSONAL SELLING AND SALES MANAGEMENT C HAPTER
  • Personal Selling
      • Personal selling involves the two-way flow of communication between a buyer and seller, often in face-to-face encounter, designed to influence a person’s or group’s purchase decision.
  • SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT
    • Nature of Personal Selling and Sales Management
    • Selling Happens Almost Everywhere
    • Personal Selling
    • Sales Management
  • SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT
    • Creating Customer Value Through Salespeople: Relationship Selling
    • Personal Selling in Marketing
  • Relationship Selling
      • Relationship selling is the practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time.
  • FIGURE 17-A How salespeople create value for customers
  • Sales Management
      • Sales management involves planning the selling program and implementing and controlling the personal selling effort of the firm.
  • Sales Plan
      • A sales plan is a statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
  • Sales Quota
      • A sales quota contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.
  • THE MANY FORMS OF PERSONAL SELLING
    • Order Taking
    • Outside Order Takers
    • Inside Order Takers, Order Clerks, or Salesclerks
    • Inbound Telemarketing
    • Order Getting
    • Outbound Telemarketing
  • Order Taker
      • An order taker processes routine orders or reorders for products that were already sold by the company.
  • Order Getter
      • An order getter sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers’ use of a product or service.
  • FIGURE 17-B Comparing order takers with order getters
  • FIGURE 17-1 How outside order-getting salespeople spend their time each week
  • Concept Check 1. What is the main difference between an order taker and an order getter?
      • A: An order taker processes routine orders or reorders for products that were already sold by the company. An order getter sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on their use of a product or service.
  • THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS
    • Personal Selling Process
    • Prospecting
    • Lead
    • Qualified Prospect
    • Cold Canvassing
    • Prospect
  • FIGURE 17-2 Stages and objectives of the personal selling process
  • THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS
    • Preapproach
    • Approach
    • Presentation
    • Handling Objections
    • Acknowledge and Convert the Objection
    • Postpone
    • Agree and Neutralize
    • Accept the Objection
    • Denial
    • Ignore the Objection
    THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS
    • Close
    • Trial Close
    • Assumptive Close
    • Urgency Close
    • Follow-Up
    • Final Close
    THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS
  • Concept Check 1. What are the six stages in the personal selling process?
      • A: The six stages are: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up .
  • THE SALES MANAGEMENT PROCESS
    • Salesforce Evaluation and Control: Measuring Results
    • Quantitative Assessments
    • Sales Quota
    • Behavioral Evaluation