The document discusses key aspects of marketing, sales, and personal selling. It covers the four Ps of marketing (product, price, place, promotion), different sales roles and their responsibilities, relationship selling versus transactional selling, challenges of managing a sales force, and different sales strategies and techniques. It also outlines the importance of communication skills, ethics, and strategic thinking for salespeople to be successful.

3. Marketing Mix Place/Distribution Promotion Prices Product Advertising Public Relations Personal Selling Sales Promotio n Internet Sales Management Planning Motivating Budgeting Compensating Recruiting & Selecting Designing Territories Training Evaluating Performance Positions of Personal Selling and Sales Management in the Marketing Mix

17. Driver Sales person Inside Order Taker Outside Order Taker Missionary Sales Person Sales Engineer Consultative Sales Person: Tangible Products Consultative Sales Person: Intangible Products Sales Facilitation Sales Support Sales Development

23. Staff Assistant available for advises and support at any step along the ladder The executive ladder in personal selling President Vice – President of Sales National Sales Manager Regional/Divisional Sales Manager District Sales Manager Sales Supervisor Sales Person

24. President Vice President of Marketing Client-Team leader Product engineer Distribution logistics specialist Customer sales/force representative The executive ladder in team selling

30. Salesperson Provides Stimuli Buyer Responses Sought Continue Process until Purchase Decision

31. Attention Interest Conviction Desire Action

32. Uncover and Confirm Buyer Needs Present Offering to Satisfy Buyer Needs Continue Selling until Purchase Decision

33. Define Problem Generate Alternative Solutions Continue Selling until Purchase Decision Evaluate Alternative Solutions

34. In order to be successful in today’s global business environment, salespeople must have a solid relationship building foundation. They must: Possess Excellent Communication Skills Understand Buyer Behavior Behave Ethically Be Trustworthy

35. In order to be successful in today’s global business environment, salespeople must also think and act strategically. The must develop strategies for: Their Sales Territories Each Sales Call Each Customer Each strategy is related to the other