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Welcome
Personal Selling and
Sales Promotion
Daffodil International University
(Uttara Campus)
principles of marketing
Semester: S...
Presented by-
S.L Name ID No.
01
02 Md. Rezaul Karim 143.14.562
03
04
05
06
Objectives
• 1.Personal Selling
• 2.The Personal Selling
Process
• 3.Sales Promotion
The Nature of Personal Selling
Personal Selling
• Salespeople can include an order taker such as someone
standing behind t...
The Role of the Sales Force
• Personal selling is the interpersonal part of the promotion mix and can include
• Face to fa...
RECRUITING AND
SELECTING SALESPEOPLE
Issues in recruiting and selecting include
‡1.Careful selection :Increases sales perf...
• Companies are moving from high commission
plans that may drive salespeople to make short-
term grabs for business and no...
SUPERVISING AND MOTIVATING
SALESPEOPLE
The goal of Supervision is to help salespeople work smart by doing the
right things...
Steps in the Personal Selling Process
Presentation
is when the salesperson tells the product story to the buyer, presentin...
Steps in the Personal Selling Process
Buyers appreciate salespeople that
are:
‡1.Good listeners
‡2.Empathetic
‡3.Honest
‡4...
Personal Selling and
Customer Relationship management
Personal selling is a transaction-oriented approach to close a speci...
Rapid Growth of Sales
Promotion
Factors in the Growth of Sales Promotions
‡1.Product managers are under pressure to
increa...
Sales Promotion Objectives
Consumer promotions objectives are to Urge short-term
customer buying and Enhance long-term cus...
Sales Promotion
Major Sales Promotion
Tools :
‡1.Consumer promotion tools
‡2.Trade promotion tools
‡3.Business promotion t...
Thank You
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Sales promotion principles of marketing

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Sales promotion principles of marketing

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Sales promotion principles of marketing

  1. 1. Welcome
  2. 2. Personal Selling and Sales Promotion Daffodil International University (Uttara Campus) principles of marketing Semester: Spring-2015
  3. 3. Presented by- S.L Name ID No. 01 02 Md. Rezaul Karim 143.14.562 03 04 05 06
  4. 4. Objectives • 1.Personal Selling • 2.The Personal Selling Process • 3.Sales Promotion
  5. 5. The Nature of Personal Selling Personal Selling • Salespeople can include an order taker such as someone standing behind the counter or an order getter whose position demands more creative selling and relationship building. • Examples of people who do the selling include • Salespeople • Sales representatives • District managers • Account executives • Sales engineers • Agents • Account development reps
  6. 6. The Role of the Sales Force • Personal selling is the interpersonal part of the promotion mix and can include • Face to face communication • Telephone communication • Video or Web conferencing • Salespeople can be more effective than advertising earn about customer problems and adjust the marketing offer and presentation accordingly to meet the special needs of each customer • Salespeople are an effective link between the company and its customers to produce customer value and company profit by • Representing the company to customers • Representing customers to the company. • Managing the Sales Force Sales force management is the analysis, planning , implementation, and control of sales forces activities.
  7. 7. RECRUITING AND SELECTING SALESPEOPLE Issues in recruiting and selecting include ‡1.Careful selection :Increases sales performance 2.Poor selection : Increases recruiting and training costs , lost sales ,Disrupts customer relationship
  8. 8. • Companies are moving from high commission plans that may drive salespeople to make short- term grabs for business and not develop long- term customer relationships. • Companies are moving to compensation plans that reward salespeople for building customer relationships and growing long-term value with each customer. Compensating Salespeople
  9. 9. SUPERVISING AND MOTIVATING SALESPEOPLE The goal of Supervision is to help salespeople work smart by doing the right things in the right ways. ‡The goal of motivation is to encourage salespeople to work hard and energetically towards sales force goals. Sales force automation systems are computerized. Digitalized sales force operations let salespeople work more effectively anywhere, anytime. Organizational climate describes the feeling that salespeople have about their opportunities, value, and rewards for good performance. Sales quotas are standards stating the amount salespeople should sell and how sales should be divided among the company’s products. The goal of the personal selling process is to get new customers and obtain orders from them.
  10. 10. Steps in the Personal Selling Process Presentation is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer’s problems. Buyers dislike salespeople that are: • ‡Pushy • ‡Late • ‡Deceitful • ‡Disorganized • ‡Unprepared Need-satisfaction approach Buyers want solutions, and salespeople should listen and respond with the right products and services to solve customer problems.
  11. 11. Steps in the Personal Selling Process Buyers appreciate salespeople that are: ‡1.Good listeners ‡2.Empathetic ‡3.Honest ‡4.Dependable ‡5.Thorough ‡6.Follow-up types Handling objections is the process where salespeople resolve problems that are logical , psychological, or unspoken. Closing is the process where salespeople should recognize signals from the buyer , including physical actions, comments, and questions to close the sale.
  12. 12. Personal Selling and Customer Relationship management Personal selling is a transaction-oriented approach to close a specific sale with a specific customer, with the long-term goal to develop a mutually profitable relationship. Attributes of a favorable supplier include the ability to: ‡ 1.Deliver a coordinated set of products and services to many locations ‡ 2.Work with customer teams and improve products and processes 3.‡Listen to customers and understand their needs.
  13. 13. Rapid Growth of Sales Promotion Factors in the Growth of Sales Promotions ‡1.Product managers are under pressure to increase current sales. ‡2.Companies face more competition. ‡3.Competing brands offer less differentiation. 4.‡Advertising efficiency has declined due to rising costs, clutter, and legal constraints. ‡5.Consumers have become more deal- oriented. ‡6.Large retailers are demanding more deals from suppliers.
  14. 14. Sales Promotion Objectives Consumer promotions objectives are to Urge short-term customer buying and Enhance long-term customer relationships. Trade promotions urge retailers to Carry new items or more inventory ‡Buy in advance Advertise company products ‡Get more shelf space. Sales force promotion objectives includes, ‡More sales force support for new or current products and‡to sign up new accounts.
  15. 15. Sales Promotion Major Sales Promotion Tools : ‡1.Consumer promotion tools ‡2.Trade promotion tools ‡3.Business promotion tools Developing the Sales Promotion Program : ‡1.Size of the incentive ‡2.Conditions for participation ‡3.Promote and distribute the program 4.‡Length of the program 5.‡Evaluation of the program
  16. 16. Thank You

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