Personal Selling

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Personal Selling
http://www.iranmct.com

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Personal Selling

  1. 1. SALES MANAGEMENT Personal Selling Presented by Dr. Reza Hosseini
  2. 2. PERSONAL SELLING The Role of the Sales Force Personal selling is include: • Face 2 Face communication • Telephone communication • Video conferencing • Web conferencing (webinar) It is the interpersonal part of the Marketing Mix . Its belongs to the Promotion
  3. 3. PERSONAL SELLING Salespeople: they are making an effective relation between the company and customers to achieve company profit and satisfied customer and make money for himself, by: • Customers Consultant • Representing customers to the company • Working with marketing policies and plans
  4. 4. MANAGING THE SALES FORCE Sales force management is: Planning , Organizing , Leading and Control of sales force activities.
  5. 5. MANAGING THE SALES FORCE Shaping Sales Force Structure Shape geographical structure scopes Planning product sales force structure Planning customer sales force structure
  6. 6. MANAGING THE SALES FORCE Shape geographical structure scopes Each sales rep is appointed an exclusive geographic area and sells the company products or services to all customers in that dominion. • Defines salesperson’s duties. • Defines responsibilities. • Cuts down sales expenses.
  7. 7. MANAGING THE SALES FORCE Planning product sales force structure structure where each salesperson sells along product lines • Improves product knowledge • Manage geographical conflicts
  8. 8. MANAGING THE SALES FORCE Planning customer sales force structure Shaping the structure where each salesperson sells along customer or industry lines Improves customer relationships
  9. 9. THANKS

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