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Personal Selling

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Personal Selling …

Personal Selling
http://www.iranmct.com

Published in: Business

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Transcript

  • 1. SALES MANAGEMENT Personal Selling Presented by Dr. Reza Hosseini
  • 2. PERSONAL SELLING The Role of the Sales Force Personal selling is include: • Face 2 Face communication • Telephone communication • Video conferencing • Web conferencing (webinar) It is the interpersonal part of the Marketing Mix . Its belongs to the Promotion
  • 3. PERSONAL SELLING Salespeople: they are making an effective relation between the company and customers to achieve company profit and satisfied customer and make money for himself, by: • Customers Consultant • Representing customers to the company • Working with marketing policies and plans
  • 4. MANAGING THE SALES FORCE Sales force management is: Planning , Organizing , Leading and Control of sales force activities.
  • 5. MANAGING THE SALES FORCE Shaping Sales Force Structure Shape geographical structure scopes Planning product sales force structure Planning customer sales force structure
  • 6. MANAGING THE SALES FORCE Shape geographical structure scopes Each sales rep is appointed an exclusive geographic area and sells the company products or services to all customers in that dominion. • Defines salesperson’s duties. • Defines responsibilities. • Cuts down sales expenses.
  • 7. MANAGING THE SALES FORCE Planning product sales force structure structure where each salesperson sells along product lines • Improves product knowledge • Manage geographical conflicts
  • 8. MANAGING THE SALES FORCE Planning customer sales force structure Shaping the structure where each salesperson sells along customer or industry lines Improves customer relationships
  • 9. THANKS