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sales promotion & personal selling
 

sales promotion & personal selling

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    sales promotion & personal selling sales promotion & personal selling Presentation Transcript

    • Sales Promotion & Personal Selling AAmit K. Srivastava
    • Learning Objectives  Define and State The Objective Of Sales Promotion.  Discuss and most common forms of sales promotions.  List of most common forms of trade sales promotion.  Describe personal selling.  Discuss the key difference between relationship  selling and traditional selling.  List the steps in selling process.  Describe the function of sales management.
    • Sales Promotion Objectives Consumer Sales Promotion Trade Sales Promotion Trade Sales Promotion Consumer Market Marketing Channel Goal = Drive immediate Purchase = Influence Behavior
    • Uses Of Sales Promotions Immediate Purchase Increase Trial Boost Consumer Inventory Encourage Repurchase Increase Ad Effectiveness Encourage Brand Loyalty
    • Tools For Sales Promotion Consumer Trade  Coupons & Rebates  Trade Allowances  Premiums  Push money  Loyalty Market Program  Training  Contests & sweepstakes  Free Merchandise  Sampling  Store Demonstrations  Points of Purchase Promotions  Invention and Trade Show
    • Advantage Of Personal Selling  Detailed Explanation or Demonstration  Variable Sales Message  Directed at Qualified Prospects  Controllable Adjustable Selling Costs  Effective at Obtaining Sale and Gaining Customer Satisfactions
    • Types of Personal Selling Traditional Relationship
    • Steps in selling process Generate Leads Quality Leads Probe Customer Needs Development Solutions Handle Objections Close the Sales Follow up
    • Generating Needs Advertising Advertising Publicity Publicity Direct Mail / Telemarketing Cold Calling Internet / Website Reforms Network Trade Show / Convention Company Records
    • Developing and proposing solutions Sales Proposals Sales Presentation
    • Handling objections View Objection and Requesting For Information Anticipate Specific Objection Use the Objection to Close the Sale
    • Closing the sale Looks For Customers Signals Keeps on Open Mind Negotiate
    • Following up  Ensure Delivery  Goods or Service Perform As Promised  Employees are Trained
    • Sales management responsibilities • • • • • Define Sales Goals and Sales process Determine Sales Force Structure Recruit and Trained Sales Force Compensate and Motivate Sales Force Evaluate Sales Force
    • Sales force structure Geographic Region Product Line Marketing Function Numerous ways to Organize Sales Force Market or Industries Client Account
    • Training the sales force Company Policies & Practice Selling Techniques Training Includes Product Knowledge Industry & Customer Characteristics No. of Selling Duties
    • Evaluate the sales force Sales Volume     Contribution to Profit Average Calls a Day Productive Calls Per Day Calls Percentage Achieving Goals
    • Thank you AAmit K. Srivastava