The document discusses personal selling and sales force management. Personal selling involves face-to-face and other interpersonal communication methods and aims to effectively relate the company to customers to increase profits and customer satisfaction. Sales force management involves planning, organizing, leading, and controlling sales force activities, including shaping the geographical, product-based, and customer-focused structures of the sales force. Each structure type defines responsibilities to improve product knowledge, manage conflicts, and enhance customer relationships.

1. SALES MANAGEMENT
Personal Selling
Presented by Dr. Reza Hosseini

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. 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. MANAGING THE SALES FORCE
Sales force management is:
Planning , Organizing , Leading and
Control of sales force activities.

5. MANAGING THE SALES FORCE
Shaping Sales Force Structure
Shape geographical structure scopes
Planning product sales force structure
Planning customer sales force structure

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. MANAGING THE SALES FORCE
Planning product sales force structure
structure where each salesperson sells along product
lines
• Improves product knowledge
• Manage geographical conflicts

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. THANKS