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It describes the combination of four ingredients that constitute the core a company’s marketing system.
Marketing Mix Place/Distribution Promotion Prices Product Advertising Public Relations Personal Selling Sales Promotio n Internet Sales Management Planning Motivating Budgeting Compensating Recruiting & Selecting Designing Territories Training Evaluating Performance Positions of Personal Selling and Sales Management in the Marketing Mix
A position in which the salesperson is primarily an outside order taker going to the customer outside the field. The primary responsibility of the reps is to ensure that their products are getting as much shelf space and promotional attention as possible.
7. Consultative salesperson, services and other intangibles
A position that calls for selling intangibles. This requires that sales people understand their customer’s needs. They must be able to demonstrate how these services or ideas will contribute to the customers’ profit or well being.
Driver Sales person Inside Order Taker Outside Order Taker Missionary Sales Person Sales Engineer Consultative Sales Person: Tangible Products Consultative Sales Person: Intangible Products Sales Facilitation Sales Support Sales Development
The Sales Force is largely responsible for implementing a firm’s marketing strategies in the field
Sales People are among the few employees authorized to spend company funds
Sales People represent their company to their customers and to society in general
Sales People represent the customer to their companies
Sales Representatives operate with little or no direct supervision and require a high degree of motivation Sales Person needs more tact and social intelligence than other employees on the same level in the organization Sales jobs frequently require considerable travel and time away from home and family
The primary responsibility of a Sales Manager is to staff the organization with the right people.
Developing a more detailed understanding of a customers business
Treating Sales People as equal and working in partnership with them to achieve profitability and customer satisfaction
Applying flexible motivational tools to a hybrid sales force.
Keeping up to date on the latest technologies affecting buyer-seller relationships.
Working closely with other internal department
Continually seeking ways to exceed customer expectations and bring added value to the buyer-seller relationship
Creating a flexible learning and adapting environment
The continuing growth of management development programs indicates that there is a body management knowledge that can be taught and learned.
Staff Assistant available for advises and support at any step along the ladder The executive ladder in personal selling President Vice – President of Sales National Sales Manager Regional/Divisional Sales Manager District Sales Manager Sales Supervisor Sales Person
President Vice President of Marketing Client-Team leader Product engineer Distribution logistics specialist Customer sales/force representative The executive ladder in team selling
Uncover and Confirm Buyer Needs Present Offering to Satisfy Buyer Needs Continue Selling until Purchase Decision
Define Problem Generate Alternative Solutions Continue Selling until Purchase Decision Evaluate Alternative Solutions
In order to be successful in today’s global business environment, salespeople must have a solid relationship building foundation. They must: Possess Excellent Communication Skills Understand Buyer Behavior Behave Ethically Be Trustworthy
In order to be successful in today’s global business environment, salespeople must also think and act strategically. The must develop strategies for: Their Sales Territories Each Sales Call Each Customer Each strategy is related to the other
Adding Value through Follow-up, Self-leadership, and Teamwork