personal selling

1. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Nature of Personal Selling and
Sales Management
• Pervasiveness of Selling
• Personal Selling in Marketing
• Creating Customer Value through
Salespeople: Relationship and
Partnership Selling
SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

2. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Order Taking
• Order Getting
THE MANY FORMS
OF PERSONAL SELLING

3. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
How outside order-getting salespeople spend
their time each week

4. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Customer Sales Support Personnel
 Missionary salespeople
 Sales engineer
 Team selling
THE MANY FORMS
OF PERSONAL SELLING

5. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Prospecting
• Preapproach
• Approach
THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS

6. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Stages
and
objectives
of the
personal
selling
process

7. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Presentation
• Stimulus-Response Format
• Formula Selling Format
THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS

8. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Presentation
• Need-Satisfaction Presentation
 Adaptive selling
 Consultative selling
• Handling Objections
• Close
• Follow-Up
THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS

9. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
THE SALES
MANAGEMENT PROCESS

10. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Formulation
• Setting Objectives
• Organizing the Salesforce
THE SALES
MANAGEMENT PROCESS

11. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing
the
Sales
Force by
customer,
product,
and
geography

12. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by customer

13. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by product

14. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by geography

15. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Organizing the Salesforce (cont)
 Major account management
 Workload method
• Developing Account Management
Policies
THE SALES
MANAGEMENT PROCESS

16. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Account management policy grid

17. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Implementation
• Salesforce Recruitment and Selection
 Emotional intelligence
THE SALES
MANAGEMENT PROCESS

18. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
U.S. salesforce composition and change

19. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Implementation
• Salesforce Training
• Salesforce Motivation and Compensation
THE SALES
MANAGEMENT PROCESS

20. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Salesforce Evaluation and Control
• Quantitative Assessments
• Behavioral Evaluation
• Salesforce Automation and Customer
Relationship Management
• Salesforce Computerization
• Salesforce Communication
THE SALES
MANAGEMENT PROCESS