Sales and it's target

1. Dr. Rosenbloom
Missionary Selling
Technical Selling
New-business Selling
Retail Selling
n Build sales volume
by providing
customers with
promotional
assistance in the
form of advertising
and sales promotion
Trade Selling
Specific Types of Sales Jobs
Telemarketing

2. Dr. Rosenbloom
Trade Selling
Technical Selling
New-business Selling
Retail Selling
n Where trade
salespeople sell to,
missionary
salespeople sell for
its direct consumers
Missionary Selling
Specific Types of Sales Jobs
Telemarketing

3. Dr. Rosenbloom
Missionary Selling
Trade Selling
New-business Selling
Retail Selling
n Often technically
trained in
chemistry,
engineering, and
computer science
n Support the regular
sales force or help
sell the product
Technical Selling
Specific Types of Sales Jobs
Telemarketing

4. Dr. Rosenbloom
n Used in industries
that have one time
or very infrequent
sales, thus,
salespeople must
constantly develop
new leads to
generate sales
Specific Types of Sales Jobs
Missionary Selling
Trade Selling
Technical Selling
Retail Selling
New-business Selling
Telemarketing

5. Dr. Rosenbloom
n Wide range of skills
required
n Can require
knowledge,
communication
skills, and ability to
work with diverse
customers
Specific Types of Sales Jobs
Missionary Selling
Trade Selling
Technical Selling
New-business Selling
Retail Selling
Telemarketing

6. Dr. Rosenbloom
n Telemarketing uses
outbound calls to:
n Open new accounts
n Qualify advertising
leads
n Service existing
business
Specific Types of Sales Jobs
Missionary Selling
Trade Selling
Technical Selling
New-business Selling
Telemarketing
Retail Selling

7. Dr. Rosenbloom
Selling Environments and Selling Types
Selling Environments Selling Types
Over-the-counter  Order taker
 Order getter
Field Selling  Professional salespeople
 National account managers
 Missionary salespeople
 Support salespeople
Telemarketing  Outbound
 Inbound

8. Dr. Rosenbloom
Over-the-Counter Selling
Order taker
Order Getter
n A salesperson who only processes the
purchase that the customer has already
selected
n Retail outlets that are heavily oriented toward
self-service

9. Dr. Rosenbloom
Over-the-Counter Selling
Order taker
Order Getter
n A salesperson who actively seeks to provide
information to prospects, persuade
prospective customers, and close sales
n Personal service oriented stores
n May practice suggestion selling

10. Dr. Rosenbloom
Field Selling
• Help prospective customers to define their needs and
then suggest the best means of meeting those needs,
even if that requires suggesting that the prospects use
a competitive product
National account managers
Missionary Salespeople
Support Salespeople
Professional Salespeople

11. Dr. Rosenbloom
Field Selling
• Highly skilled salespersons who call on key customers’
headquarters sites, develop strategic plans for the
accounts, make formal presentations to top-level
executives, and assist with all the product decisions at
that level
Missionary Salespeople
Professional Salespeople
National account managers
Support Salespeople

12. Dr. Rosenbloom
Field Selling
• They do not seek to obtain a direct order from
their customers
• Primary goal is to persuade customers to place
orders with distributors or wholesalers
National account managers
Support Salespeople
Professional Salespeople
Missionary Salespeople

13. Dr. Rosenbloom
Field Selling
• Support the sales force in a number of ways
• Technical support salespeople assist with
technical aspects of sales presentations
• Merchandisers may set up product displays
National account managers
Missionary Salespeople
Professional Salespeople
Support Salespeople

14. Dr. Rosenbloom
Telemarketing
• Utilizing the telephone for prospecting, selling,
and/or following up with customers
• Outbound: the salesperson uses the telephone to call
customers
• Inbound: Firms which have customers calling the
vendor company to place orders (toll-free phone
numbers)
Telemarketing

15. 17-15
• NetJets
Executive Jet
• A Product
Requiring
Personal
Selling

16. 17-16
• A. Over-the-Counter:
personal selling
conducted in retail
and some wholesale
locations in which
customers come to
the seller’ place of
business
• True Value
Salespeople Engage in
Over-the-Counter
Selling

17. 17-17
• B. Field selling: sales
presentations made at
prospective customers’
homes or businesses on
a face-to-face basis
• Better Homes and
Gardens Real Estate
Service:
A Type of Field Sales

18. 17-18
• Figure 17.3
• Cost of a Sales Call by Industry

19. 17-19
• C. Telemarketing:
promotional presentation
involving the use of the
telephone on an outbound
basis by salespeople or on
an inbound basis by
customers who initiate calls
to obtain information and
place orders
• The Telemarketing
Company
• Telemarketing: A Popular
Selling Technique

20. 17-20
• D. Inside Selling: performing the functions of field selling
but avoiding travel-related expenses by relying on phone,
mail, and electronic commerce to provide sales and product
service for customers on a continuing basis

21. Inside Sales Force
• Conduct business from their offices via telephone or
visits from perspective buyers.
• Includes:
• Technical support people
• Sales assistants
• Telemarketers

22. Inside Sales Force
Experienced
telemarketers sell
complex chemical
products by
telephone at
DuPont’s Customer
Telecontact Center.

23. 17-23
• Integrating the Various Selling Channels

24. 17-24
• Team Selling:
combination of
salespeople with
specialists from other
functional areas to
promote a product
• Virtual sales team
• Team Selling at CDW
Computer Centers

25. Team Selling
• Used to service large, complex accounts.
• Can include experts from different areas of
selling firm.
• Pitfalls:
• Can confuse or overwhelm customers
• Some people have trouble working in teams
• Hard to evaluate individual contributions

26. 17-26
Sales Tasks
• Three basic sales tasks can be identified:
• Order Processing
• Creative Selling
• Missionary sales
 Order Processing: selling, mostly at the wholesale and retail levels,
that involves identifying customer needs, pointing them out to
customers, and completing orders
 Creative Selling: personal selling involving situations in which a
considerable degree of analytical decision making on the buyer’s part
results in the need for skillful proposals of solutions for the
customer’s needs
 Missionary sales: indirect type of selling in which specialized
salespeople promote the firm’s goodwill among indirect customers,
often by assisting customers in product use

27. • Technician: A sales person with a
high level of technical knowledge
• Demand Creator: Who relies on
creative methods for selling
knowledge
• Solution vendor: A sales person
whose expertise is in the solving of
a customer’s problem, often with
a system of the company’s product
and services.