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BEHAVIOURAL EQUATION THEORY ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FORMULATION OF PERSONAL SELLING STRATEGIES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
OLIGOPOLISTIC COMPETITION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
DETERMINING THE KIND OF SALES PERSONNEL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
DETERMINING THE SIZE OF SALES FORCE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
STEPS IN PERSONAL SELLING PROSPECTING PRESENTATION & DEMONSTRATION HANDLING OBJECTIONS APPROACH PRE-APPROACH CLOSE
PROSPECTING ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
APPROACH ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PRESENTATION & DEMONSTRATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
HANDLING OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE SALES CLOSE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
SALES ORGANIZATIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
SETTING UP A SALES ORGANIZATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BASIC TYPES OF SALES ORGANIZATION STRUCTURE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
LINE SALES DEPARTMENT ORGANIZATION GM SM SALES PEOPLE SALES PEOPLE SALES PEOPLE OFFICE STAFF ASSISTANT SM DIV-1 ASSISTANT SM DIV-2 ASSISTANT SM DIV-3 ASSISTANT SM OFFICE
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
LINE & STAFF SALES DEPTT. ORGANIZATION PRESIDENT ADVERTISING MANAGER VP MARKETING SALES PERSONEL DIRECTOR DIRECTOR TRAINING ASSISTANT GM SALES MANAGER MARKET RESEARCH ASSISTANT TO GM SALES GM SALES SALES PROMOTION MANAGER DISTRICT SALES MANAGER BRANCH SALES MANAGER SALES PERSONNEL
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
SALES TERRITORIES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PROCEDURE FOR SETTING UP OR REVISING SALES TERRITORIES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
SALES QUOTAS ,[object Object],[object Object],[object Object],[object Object],[object Object]
OBJECTIVES IN USING QUOTAS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
TYPES OF QUOTAS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PROCEDURE FOR SETTING SALES VOLUME QUOTA ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BUDGET QUOTAS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
COMBINATION & OTHER POINT SYSTEM QUOTA ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
ADMINISTERING THE QUOTA SYSTEM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
AN ANALYTICAL FRAMEWORK FOR CHANNEL DESIGN & IMPLEMENTATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
DESIGNING A CUSTOMER-ORIENTED CHANNEL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CONTD… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
MANAGING CONFLICT ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
ATTIDUNAL CAUSES OF CONFLICT ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
STRUCTURAL CAUSES OF CONFLICT ,[object Object],[object Object],[object Object],[object Object]
COGNITIVE/AFFECTIVE CONFLICT ,[object Object],[object Object],[object Object],[object Object],[object Object]
MANIFEST CONFLICT ,[object Object],[object Object],[object Object],[object Object]
CONFLICT RESOLUTION MECHANISMS ,[object Object],[object Object],[object Object]
Latent conflict Felt conflict Manifest conflict ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Negotiation Conflict management methods at Different stages of conflict
NEGOTIATION AS A MECHANISM FOR RESOLVING CONFLICT ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
NEGOTIATION STRATEGIES HIGH CONCERN FOR THE OTHER’S INTEREST LOW CONCERN FOR OWN INTEREST HIGH ACCOMODATIVE AVOIDANCE COLLABORATIVE COMPETITIVE COMPROMISE

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  • 11. STEPS IN PERSONAL SELLING PROSPECTING PRESENTATION & DEMONSTRATION HANDLING OBJECTIONS APPROACH PRE-APPROACH CLOSE
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  • 24. LINE SALES DEPARTMENT ORGANIZATION GM SM SALES PEOPLE SALES PEOPLE SALES PEOPLE OFFICE STAFF ASSISTANT SM DIV-1 ASSISTANT SM DIV-2 ASSISTANT SM DIV-3 ASSISTANT SM OFFICE
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  • 27. LINE & STAFF SALES DEPTT. ORGANIZATION PRESIDENT ADVERTISING MANAGER VP MARKETING SALES PERSONEL DIRECTOR DIRECTOR TRAINING ASSISTANT GM SALES MANAGER MARKET RESEARCH ASSISTANT TO GM SALES GM SALES SALES PROMOTION MANAGER DISTRICT SALES MANAGER BRANCH SALES MANAGER SALES PERSONNEL
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  • 58. NEGOTIATION STRATEGIES HIGH CONCERN FOR THE OTHER’S INTEREST LOW CONCERN FOR OWN INTEREST HIGH ACCOMODATIVE AVOIDANCE COLLABORATIVE COMPETITIVE COMPROMISE