Personal Selling

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Personal Selling

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Personal Selling

  1. 1. Chapter 20 Personal Selling
  2. 2. Personal Selling Defined Direct face-to-face communication between sellers and potential buyers.
  3. 3. Emphasis Should be on Long-Term Relationship Building
  4. 4. Forms of Personal Selling <ul><li>Order taker </li></ul><ul><li>Order getter </li></ul><ul><li>Sales support personnel </li></ul>
  5. 5. Personal Selling Process <ul><li>Prospecting </li></ul><ul><li>Planning the sales call (preapproach) </li></ul><ul><li>Presenting </li></ul><ul><li>Handling Objections </li></ul><ul><li>Closing </li></ul><ul><li>Follow-up </li></ul>
  6. 6. Planning the Sales Call <ul><li>Know your company </li></ul><ul><li>Know your products </li></ul><ul><li>Know your competitors products </li></ul><ul><li>Know your business environment </li></ul><ul><li>Know your customers </li></ul>
  7. 7. Reebok: Relationship Selling <ul><li>How does Reebok create value for their major accounts? (What do they do to help their customers and build long term relationships?) </li></ul><ul><li>How does Reebok utilize team selling? (account manager and vector reps) </li></ul><ul><li>Is Reebok’s salesforce organized based on geography or customer? </li></ul>
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