Sales Management

Pranab S Deb

Schedule of Lecture

Personal selling and salesmanship Evolution of sales department

Definition: Salesmanship is the art of successfully persuading prospects or customers to buy products or services from which they can derive suitable benefits, thereby increasing their total satisfaction

Personal selling situations

1.

Group A (service selling)

1.

2.
3. 4.

5.

Inside order taker Delivery salesperson Route or merchandising salesperson Missionary Technical salesperson

Personal selling situations

2.

Group B (developmental selling)

6. 7.

Creative salesperson of tangibles Creative salesperson of intangibles

3.

Group C (basically developmental selling but requiring unusual creativity)

1.

2.

Political Indirect or Back-door salesperson Salesperson involved in multiple sales

Theories of selling
1.

AIDAS theory of selling

1.

2.
3. 4.

5.

Attention Interest gaining Desire kindling Action inducing Satisfaction building

Theories of selling
2. 3. 4.

Right set of circumstances theory of selling Buying formula theory of selling Behavioral equation theory
1. 2. 3.

Buyer-seller dyad Salespersons influence process Reducing buyer dissonance

Different selling situations

Industrial

Consumer
Institutional

The planning work, which is essential in elimination calls on nonbuyers, is called prospecting

Steps in prospecting

Formulating prospect definitions Searching out potential accounts Qualifying prospects Relating company products to prospects requirements

Sales resistance

Obstacles to sales Sales objections

Closing a sales

Q&A

Thanks