Personal Selling & Sales Management

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    Personal Selling & Sales Management - Presentation Transcript

    1. Personal Selling & Sales Management Part 1 of 3
    2. Objectives
      • Describe roles of selling and relationship management
      • Identify when to use personal selling
      • Understand contributions of a salesperson
      • Outline the steps involved in making a sale
      • Understand ongoing nature of selling & marketing
      • Describe major aspects of sales manager’s job
      • Classify various forms of sales compensation
      • Identify ethical issues facing sales personnel
    3. Examples of Personal Selling
      • 12 million people are engaged in personal selling in the United States
      • Represents about 10% of the work force
      Telemarketing Inside selling Retail selling Field selling
      • Post-transaction:
      • Reminder and reassurance
      • Transaction:
      • Persuasion
      • Pre-transaction :
      • Create recognition and info understanding
      Relative Importance of Advertising and Personal Selling Advertising Personal selling Advertising Personal selling Advertising Personal selling
    4. Characteristics of Personal Selling
      • Flexibility
      • Adapt to situations
      • Engage in dialog
      • Builds Relationships
      • Long term
      • Assure buyers receive appropriate services
      • Solves customer’s problems
      • Can not reach mass audience
      • Expensive per contact
      • Numerous calls needed to generate sale
      • Labor intensive
      Con Pro
        • ORDER
        • GETTERS
        • Current
        • customers
        • New
        • customers
      Types of Salespersons
        • ORDER
        • TAKERS
        • Inside Order Takers
        • (via mail, telephone, internet)
        • Outside Field Sales
        • SUPPORT
        • PERSONNEL
        • Missionary
        • Salespersons
        • Trade
        • Salespersons
        • Technical
        • Salespersons
    5. Personal Selling Tasks
      • Order getting
      • Seeking out customers
      • Creative selling
      • Pioneering
      • Account management
      • Order taking
      • Routine
        • writing up orders
        • checking invoices
        • assuring prompt order processing
      • Suggestive selling
    6. Personal Selling Tasks
      • Missionary
        • Detailer
        • Goodwill
        • “ Closers”
      • Cross-functional
      • Account service rep
    7. You are part of the total product
    8. The Personal Selling Process PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS Pre approach: QUALIFYING PROSPECTS APPROACHING THE PROSPECT FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION
      • Prospecting: Identifying likely new customers
        • Leads
        • Developing lists of Potential Customers
      Pre-approach (Qualifying)
      • Finding and analyzing information about prospects
      • Evaluating a prospect’s potential
      Creative Selling Process
    9. Approaching The Prospect HOW DO WE MAKE THE INITIAL CONTACT & BUILD RAPPORT There is only one time to make a first impression
      • Making The Sales Presentation
      • Using Persuasive communication
      • Hold Attention
      • Stimulate Interest
      • Desire
      • “ Tell the product’s story”
      Creative Selling Process
      • Handling Objections
        • Questions
        • Reservations
      • Understand Concern
      • Counterarguments
      • Acknowledge concern
      • Clues to process
      Creative Selling Process
    10. Iceberg Effect Simple (S – R) Complex Interactions 10% is visible 90% is invisible Competition/deals Technology Consumer Preferences Personal emotions
    11. Overcoming Objections IF HE HADN’T TOLD ME WHAT HIS OBJECTION WAS, I NEVER WOULD HAVE BEEN ABLE TO HELP!
      • Closing the Sale
      • Closing signals
      • Trial close
      • Asking the prospect to buy
      Creative Selling Process
      • Following Up
      • Commitments met
        • Shipment
        • Performance
      • Reinforce L-R relationship
      • Satisfied customers rebuy & recommend
      Creative Selling Process
    12.  
    13. After-sales Service Ratings
      • Job quality: do it right the first time
      • Prompt warranty work
      0 1 2 3 4 5 6 7 8 Speed .37 Reputation 3.38 Cost 4.39 Service Quality 7.87 10 (SCALE: Degree of Importance) (JMR/Vol. 78) Low High Service Award
    14. A Key to Success
      • Stay Close to Your Customer
      • and
      • LISTEN!

    + Siddharth NathSiddharth Nath, 10 months ago

    custom

    2772 views, 3 favs, 1 embeds more stats

    Personal Selling & Sales Management

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