SALES MANAGEMENT
SESSION-1
BLOCK-I SALES MANAGEMENT FUNCTIONS
UNIT-1 INTRODUCTION TO SALES MANAGEMENT
UNIT-2 PERSONAL SELL...
SALES MANAGEMENT:
It has been defined as the management of a firm’s
personal selling function while distribution is the
ma...
BLOCK-1 SALES MANAGEMENT:BASIC
FUNCTIONS

UNIT-2 PERSONAL SELLING &
UNIT-3 SALES PROCESS
Examples of Personal Selling

Retail selling
Field selling
Telemarketing

Inside selling
Relative Importance of
Advertising and Personal Selling
Pre-transaction:

Post-transaction:
Reminder and
reassurance

 C...
Characteristics of Personal Selling
Pro
Flexibility
 Adapt to situations
 Engage in dialog

Builds Relationships
 Long ...
Types of Salespersons
ORDER
GETTERS
Current
customers
New
customers

ORDER
TAKERS
Inside Order Takers
(via
mail, telephone...
Personal Selling
• Salespeople have many names
–
–
–
–
–
–
–
–

16-9

Agents
Sales consultants
Sales Representatives
Accou...
Personal Selling Tasks
Order getting

Order taking

• Seeking out
customers
• Creative selling
• Pioneering
• Account
mana...
Personal Selling Tasks
• Missionary
– Detailer
– Goodwill
– “Closers”
Cross-functional
Account service rep
You are part of the total product
Diversity of Personal-selling Situations
Group A (service Selling)
1. Inside Order Taker –”waits on” customers; for exampl...
Group B (developmental Selling)

6. Creative Salesperson of Tangibles – for example, salespersons selling
vacuum cleaners,...
FOLLOWING UP
CLOSING THE SALE
HANDLING OBJECTIONS
MAKING THE SALES PRESENTATION
APPROACHING THE PROSPECT

Pre approach: QU...
Creative Selling Process
Prospecting: Identifying
likely new customers

◦ Leads
◦ Developing lists of Potential
Customers
...
Approaching The Prospect
HOW DO WE MAKE THE
INITIAL CONTACT & BUILD
RAPPORT

There is only one time
to make a first
impres...
Creative Selling Process
Making The Sales Presentation

•
•
•
•
•

Using Persuasive communication
Hold Attention
Stimulate...
Creative Selling Process
Handling Objections
– Questions
– Reservations

•
•
•
•

Understand Concern
Counterarguments
Ackn...
Overcoming Objections

IF HE HADN’T TOLD
ME WHAT HIS OBJECTION
WAS, I NEVER WOULD
HAVE BEEN
ABLE TO HELP!
Creative Selling Process
Closing the Sale
• Closing signals
• Trial close
• Asking the
prospect to buy
Creative Selling Process
Following Up
• Commitments met

7

– Shipment
– Performance

• Reinforce L-R relationship
• Satis...
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Presentation1

  1. 1. SALES MANAGEMENT SESSION-1 BLOCK-I SALES MANAGEMENT FUNCTIONS UNIT-1 INTRODUCTION TO SALES MANAGEMENT UNIT-2 PERSONAL SELLING UNIT-3 SALES PROCESS
  2. 2. SALES MANAGEMENT: It has been defined as the management of a firm’s personal selling function while distribution is the management of the indirect selling effort i.e.,selling through extra corporate organizations which form the distribution network of the firm. The sales management task thus includes analysis, planning, organizing, directing and controlling of the company’s sales effort. UNIT-1 INTRODUCTION TO SALES MANAGEMENT
  3. 3. BLOCK-1 SALES MANAGEMENT:BASIC FUNCTIONS UNIT-2 PERSONAL SELLING & UNIT-3 SALES PROCESS
  4. 4. Examples of Personal Selling Retail selling Field selling Telemarketing Inside selling
  5. 5. Relative Importance of Advertising and Personal Selling Pre-transaction: Post-transaction: Reminder and reassurance  Create recognition and info understanding Personal selling Advertising Transaction:  Persuasion Personal selling Advertising Personal selling Advertising
  6. 6. Characteristics of Personal Selling Pro Flexibility  Adapt to situations  Engage in dialog Builds Relationships  Long term  Assure buyers receive appropriate services  Solves customer’s problems Con  Can not reach mass audience  Expensive per contact  Numerous calls needed to generate sale  Labor intensive
  7. 7. Types of Salespersons ORDER GETTERS Current customers New customers ORDER TAKERS Inside Order Takers (via mail, telephone, int ernet) Outside Field Sales SUPPORT PERSONNEL Missionary Salespersons Trade Salespersons Technical Salespersons
  8. 8. Personal Selling • Salespeople have many names – – – – – – – – 16-9 Agents Sales consultants Sales Representatives Account Executives Sales Engineers District Managers Marketing representatives Account Development Representatives
  9. 9. Personal Selling Tasks Order getting Order taking • Seeking out customers • Creative selling • Pioneering • Account management  Routine    writing up orders checking invoices assuring prompt order processing  Suggestive selling
  10. 10. Personal Selling Tasks • Missionary – Detailer – Goodwill – “Closers” Cross-functional Account service rep
  11. 11. You are part of the total product
  12. 12. Diversity of Personal-selling Situations Group A (service Selling) 1. Inside Order Taker –”waits on” customers; for example,the sales clerk behind the neckwear counter in a men’s store.These jobs are known as technical support staff, sales assistants, telemarketers, and telesales professionals. 2. Delivery Salesperson – mainly engages in delivering the product; for example, persons delivering milk, bread, or fuel oil. 3. Route or Merchandising Salesperson – operates as an order taker but works in the field – the soap or spice salesperson calling on retailers is typical. 4. Missionary – aims only to build goodwill or to educate the actual or potential user, and is not expected to take an order; for example, the distiller’s “missionary” and the pharmaceutical company’s “detail” person. 5. Technical Salesperson – emphasizes technical knowledge; for example the engineering salesperson, who is primarily a consultant to “client” companies.
  13. 13. Group B (developmental Selling) 6. Creative Salesperson of Tangibles – for example, salespersons selling vacuum cleaners, automobiles, and encyclopedia. 7. Creative Salesperson of Intangibles – for example. Salespersons selling insurance, advertising services, and educational programs.
  14. 14. FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION APPROACHING THE PROSPECT Pre approach: QUALIFYING PROSPECTS PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS The Personal Selling Process
  15. 15. Creative Selling Process 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
  16. 16. Approaching The Prospect HOW DO WE MAKE THE INITIAL CONTACT & BUILD RAPPORT There is only one time to make a first impression
  17. 17. Creative Selling Process Making The Sales Presentation • • • • • Using Persuasive communication Hold Attention Stimulate Interest Desire “Tell the product’s story”
  18. 18. Creative Selling Process Handling Objections – Questions – Reservations • • • • Understand Concern Counterarguments Acknowledge concern Clues to process
  19. 19. Overcoming Objections IF HE HADN’T TOLD ME WHAT HIS OBJECTION WAS, I NEVER WOULD HAVE BEEN ABLE TO HELP!
  20. 20. Creative Selling Process Closing the Sale • Closing signals • Trial close • Asking the prospect to buy
  21. 21. Creative Selling Process Following Up • Commitments met 7 – Shipment – Performance • Reinforce L-R relationship • Satisfied customers rebuy & recommend

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