This document discusses sales promotion and managing a sales force, including defining the roles and responsibilities of salespeople, recruiting and training salespeople, compensating and supervising salespeople, and the selling process. It also covers the different types and tools of sales promotion used to encourage purchases and sales through customer, trade, and sales force promotions. Key decisions for developing effective sales promotion programs are addressed.

1. Get Ready
For
Personal Selling & Sales promotion

2. Presenter: Fraternity
Department of Marketing
(Section: B ; 20th
Batch)
Faculty of Business Studies
University of Dhaka
Thank you for being here today

3. Communicat
ing
Servicing
Information
gathering
prospecting
SALESPERSON

4. Different names of salesperson
Marketing Representative
District Manager
Sales Engineer
Account Executives
Sales Representative
Sales Consultant
Agent

5. Two way
communication
More effective
Customer
satisfaction
Making profit
Role of the Sales
Force

6. Sales Force Management

7. Territorial Structure
Product StructureProduct Structure
Customer Structure
Complex Structure
Sales force strategy & structure

8. CapabilityQuantity
Sales Force Size

9. Carefully Recruiting Salespeople

10. Honest
Attentive
Friendly
Self-Motivated
Independent
Customer Orientation
Job Commitment
Self-Confidence
Initiative
Patience
Enthusiasm
Persistent
DisciplinedDisciplined
•HardworkingHardworking

12. 4
Months training Strong return Web based sales
training
Training Salespeople

13. Salary
Bonuses
Commission
Expenses
Fringe Benefit
Compensation
Elements

14. Annual call plan and
time & duty analysis
Positive intention
Sales quotas
Use internet
Sales force
automation system
Supervising Salespeople

15. Call Report
Expense Report
Sales report
Evaluating
Salespeople

16. Prospecting
and Qualifying
Pre approach
Handling Objections
Closing
Approach
Presentation and
Demonstration
Follow-upFollow-up
Selling Process

17. Sales Promotion
Short term
incentives
Which encourage
purchase or sale

18. Customer Promotion
•Increase sales
•Generate product trial
Trade Promotion
•Obtaining space
•Encouraging retailers
Sales Force Promotion
•Signing up new account
Sales Promotion

19. Consumer
Promotion Tools
Trade
Promotion Tools
Business
Promotion Tools
Sales
Promotional
Tools

20. Key Decisions To Developing
Sales promotion
Size of the incentive.
Conditions for participation
Promotion and distribution of the actual
sales promotion program
Length of the promotional program
Evaluation
 Surveys and experiments can be used