Personal selling
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The document discusses key concepts in sales management including personal selling, the sales process, and managing the sales force. It describes the personal selling process which includes prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses designing sales force strategy and structure, recruiting and selecting salespeople, compensation plans, supervision, and evaluation of salesperson performance.
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2. It discusses the importance of revenue generation, delegation, continuation, detection, collection, and retention for a sales organization.
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J.A Howard
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A Reinforcement
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1) Personal selling is most effective when selling complex, high-involvement products and services that require personal demonstrations. It is also useful when prices are negotiable and channels of distribution are short and direct.
2) The role of personal selling has evolved from simply order-taking to prospecting for new customers, solving customer problems, and determining customer needs.
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This document summarizes key points about managing personal selling and sales forces. It discusses the role of personal selling, different types of selling jobs, and the personal selling process. It also outlines important tasks for sales force management, including recruitment and selection, training, motivation, compensation, performance evaluation, and supervision.
4604437
The document discusses personal selling and sales management. It covers the nature of personal selling, the role of the sales force, and how to manage the salesforce. Personal selling involves prospecting, communicating, servicing, and gathering information. The sales force represents the company to customers and customers to the company. Managing the salesforce includes designing strategy and structure, recruiting and selecting salespeople, training, compensating, supervising, and evaluating salespeople.
Kotcha16
The document discusses personal selling and sales management. It covers the nature of personal selling, the role of the sales force, and how to manage the salesforce. Personal selling involves prospecting, communicating, servicing, and information gathering. The sales force represents the company to customers and customers to the company. Managing the salesforce includes designing strategy and structure, recruiting and selecting salespeople, training, compensating, supervising, and evaluating salespeople.
Chapter01 Managing The Sales Force
The document summarizes key aspects of managing a sales force as discussed in Chapter 1. It outlines six common sales positions, from deliverer to solution vendor. It also discusses designing the sales force structure, including territorial versus product/market structures. Finally, it covers recruiting, training, supervising, motivating and evaluating sales representatives.
Personal selling
This document provides an overview of sales management concepts across three units: introduction to sales management, personal selling, and the sales process. It discusses key topics such as the definition and tasks of sales management, examples of personal selling roles, the characteristics and types of salespeople, and the personal selling process which involves prospecting, qualifying, approaching, presenting, handling objections, closing, and following up. The document also examines theories of selling such as AIDA which focuses on gaining attention, interest, desire and action from prospects, and the buying formula theory which emphasizes understanding customer needs and problems.
Sales management By Rajiv P. Kumar (Buddhist)
The document discusses various concepts related to sales management and personal selling. It defines sales management as planning, directing, and controlling personal selling activities. It describes the importance of sales management in generating revenue. It also discusses theories of selling like AIDA and buying decision processes. Key steps in the personal selling process are prospecting, pre-approach, approach, presentation, overcoming objections, and follow-up. Sales forecasting methods include survey, expert opinion, statistical techniques, and trend analysis. Determining the optimal sales force size is important to maximize sales while controlling costs.
Chapter 1 nature of personal selling
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.
INTRODUCTION TO SELLING.ppt
The document discusses key topics in sales and sales management including:
1. Personal selling is a critical part of the workforce and involves direct communication between sales representatives and customers to lead to transactions and profitable relationships.
2. Sales management involves planning, organizing, leading and controlling personal contact programs to achieve sales and profit goals while also developing salespeople.
3. Effective sales management requires competencies in areas like strategic thinking, coaching, team building, self-management, having a global perspective, and using technology.
Sales & distribution management
This document provides an overview of sales and distribution management. It discusses the evolution, nature, and importance of sales management. It defines sales management and explains its integration with marketing management. It also outlines the roles and skills of modern sales managers, types of sales managers and positions, and objectives, strategies, and tactics of sales management. Finally, it discusses emerging trends in sales management and the linkage between sales and distribution management.
Personal Selling - Chapter 1
Selling and salespeople play important roles in business. Personal selling involves building relationships to help customers discover solutions that are mutually beneficial. The duties of salespeople vary depending on their role, but may include prospecting, communicating, selling, servicing customers, and providing information to their company. While sales careers have benefits like independence and financial rewards, they also have challenges such as variable income and long hours. Successful salespeople possess traits like motivation, trustworthiness, communication skills, and the ability to understand customers' needs.
Sales Management
This document discusses sales management and related concepts. It begins with definitions of sales as the completion of a commercial activity to sell products or services for money, while marketing involves promoting goods and services to create value for customers. The key difference between sales and marketing is that sales focuses on the needs of the seller while marketing focuses on the needs of the buyer.
The document then discusses the objectives, nature, functions, and goals of sales management. The main objectives are to generate sales volume, contribute to profits, and ensure growth. Functions include planning, organizing, directing, controlling, coordinating, recruiting salespeople, and advising other departments. Effective sales management requires structuring the sales organization, training and motivating the salesforce
Sales Fundamentals english
The document discusses key concepts in sales and marketing. It defines marketing as planning production, pricing, promotion, and distribution of goods and services to create exchanges that satisfy objectives. It describes the evolution of customer orientation from the production concept, to the selling concept, and finally to the modern marketing concept where customer wants drive production. The roles of salespeople are also summarized as creating new customers, selling more to existing customers, building long-term relationships, and providing solutions, service, and market information to customers.
Sales and distribution management
The document discusses personal selling and sales management. It defines personal selling as two-way communication between salespeople and customers to build relationships. Salespeople represent companies to customers and produce profits, while also representing customers' needs back to the company. The steps of the selling process include prospecting, presenting, handling objections, closing, and follow-up. Effective sales management includes organizing sales activities, recruiting and motivating salespeople, and evaluating performance. Distribution channels match supply from producers to demand from consumers and include intermediaries like wholesalers and retailers.
Sales Force Management Presentation 1
The document discusses sales force management. It covers several topics in 3 sentences or less each: introduction to sales and its reputation; types of sales organizations and sizes; objectives of a sales force like prospecting and selling; strategies for reps to work with customers; common structures like territorial and product based; determining size based on workload and call frequency; recruitment, selection, training, supervision, motivation, evaluation, and compensation of sales forces.
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The document provides an overview of sales management functions including personal selling, sales process, and managing the sales force. It discusses key concepts such as the sales management task, exchange process, interdependence of sales and distribution, personal selling tasks and process, theories of selling, and evaluating salespeople. The goal of sales management is to analyze, plan, organize, direct and control a company's sales efforts through personal selling and distribution channels.
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Personal selling
The document discusses key concepts in sales management including personal selling, the sales process, and managing the sales force. It describes the personal selling process which includes prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses designing sales force strategy and structure, recruiting and selecting salespeople, compensation plans, supervision, and evaluation of salesperson performance.
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Personal selling
- 1. MS-62 SALES MANAGEMENT SESSION-1 BLOCK-I SALES MANAGEMENT FUNCTIONS UNIT-1 INTRODUCTION TO SALES MANAGEMENT UNIT-2 PERSONAL SELLING UNIT-3 SALES PROCESS
- 11. Framework for joint decision making in sales and distribution management Distribution channels Achievement of sales Goals through Company’s sales force Distribution channels Distribution channels Personal & Prospecting through Personal & Non-personal Promotion through Company’s sales force Company’s sales force
- 12. Framework for joint decision making in sales and distribution management Distribution channels Maintaining Inventory through Corporate organization Distribution channels Corporate sales organization Distribution channels Company’s own sales force Accounts Receivables through Information feedback through
- 13. BLOCK-1 SALES MANAGEMENT:BASIC FUNCTIONS UNIT-2 PERSONAL SELLING & UNIT-3 SALES PROCESS
- 21. You are part of the total product
- 22. The Personal Selling Process PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS Pre approach: QUALIFYING PROSPECTS APPROACHING THE PROSPECT FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION
- 24. Approaching The Prospect HOW DO WE MAKE THE INITIAL CONTACT & BUILD RAPPORT There is only one time to make a first impression
- 27. Overcoming Objections IF HE HADN’T TOLD ME WHAT HIS OBJECTION WAS, I NEVER WOULD HAVE BEEN ABLE TO HELP!
Editor's Notes
- 6
- 19-15 Copyright © 2000 by Houghton Mifflin Company. All rights reserved.
- 11
- 12
- 19-8 Copyright © 2000 by Houghton Mifflin Company. All rights reserved.
- 19-10 Copyright © 2000 by Houghton Mifflin Company. All rights reserved.