This document provides an overview of personal selling and sales management. It defines personal selling as oral conversations between salespeople and customers. The roles of personal selling include identifying decision makers, promoting to groups, generating sales, and maintaining client relationships. Personal selling is categorized as field sales, telephone sales, and inside sales. The document also outlines the sales process, characteristics of successful salespeople, components of a sales plan, and key aspects of personal selling in hospitality.

1. Prepare By:- Gaurav Bhut
E-mail: Gaurav.bhut174@gmail.com
A Presentation on
Personal Selling and Sales Management
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2. Personal Selling and Sales Management
1. Define personal selling.
2. Explain the roles of personal selling.
3. List the three categories of personal selling.
4. Describe five major personal selling
strategies.
5. Explain the steps in the sales process.
6. Describe the seven possible strategies for
closing sales.
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3. 7. Define sales management and explain its
functions.
8. Describe the characteristics of the
successful salesperson.
9. Describe the contents and role of the sales
plan.
10. Explain the four characteristics of personal
selling in the hospitality and travel industry.
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4. Definition of Personal Selling
Personal selling involves oral conversations,
either by telephone or face-to-face, between
salespersons and prospective customers.
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5. Roles of Personal Selling
a. Identifying decision makers, decision
processes, and qualified buyers
b. Promoting to corporate, travel trade, and other
groups
c. Generating increased sales at the point of
purchase
d. Providing detailed and up-to-date information
to the travel trade
e. Maintaining a personal relationship with key
clients
f. Gathering information on competitors’
promotions
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6. Three Categories of Personal Selling
a. Field sales
b. Telephone sales
c. Inside sales
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7. Five Major Personal Selling
Strategies
1. Stimulus response
2. Mental states
3. Formula
4. Need satisfaction
5. Problem solving
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8. Steps in the Sales Process
1. Prospecting and qualifying prospective
customers:
 Blind prospecting
 Cold calling or canvassing
 Sales blitz
 Lead prospecting
2. Preplanning prior to sales calls:
 Pre-approach
 The approach
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9. Steps in the Sales Process
3. Presenting and demonstrating services:
 Sales presentation
 Demonstration
4. Handling objections and questions:
 Restate the objection
 “Agree and neutralize” tactic
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10. Steps in the Sales Process
5.Closing the sale.
Verbal closing clues
Non-verbal closing clues
6.Following up after closing the sale.
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11. Seven Possible Strategies for
Closing Sales
1. Trial closes
2. Assumptive close
3. Summary or summary-of-the-benefits close
4. Special concession close
5. Eliminating-the-single-objection or final-
concern close
6. Limited-choice close
7. Direct-appeal close
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12. Definition of Sales Management
Sales management is the management of the
sales force and personal selling efforts to
achieve desired sales objectives.
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13. Functions of Sales Management
a. Sales-force staffing and operations
b. Sales planning
c. Sales performance evaluation
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14. Characteristics of the
Successful Salesperson
a. Sales aptitude: The extent of an
individual’s ability to perform a given
sales job, consisting of mental
abilities and personality traits.
b. Skill levels: Skills obtained in personal
communication and knowledge of
services, obtained through sales
training and previous sales and
operational experience.
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15. Characteristics of the
Successful Salesperson
c. Personal characteristics: Demographic
profile, psychographic and lifestyle
characteristics, physical appearance and
traits.
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16. Contents of the Sales Plan
a. Sales objectives
b. Sales activities
c. Sales budget
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17. Roles of the Sales Plan
a. Preparing sales forecasts
b. Developing sales department
budgets
c. Assigning sales territories and
quotas
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18. Four Characteristics of Personal
Selling in Hospitality and Travel
a. Importance of personal selling varies
b. Inside selling closely related to service
levels
c. No generally accepted qualifications for
industry sales positions
d. Importance of missionary sales work
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• Gaurav.bhut174@gmail.com
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