Personal Selling and Sales

Management

Presented by

Bhavani
09d31eooo3
Mba
Iiet.
 Definition of Personal Selling

Personal selling involves oral

conversations, either by telephone or
face-to-face, between salespersons and
prospective customers.
 Three Categories of Personal
Selling

a. Field sales
b. Telephone sales
c. Inside sales
 Five Major Personal Selling
Strategies

1. Stimulus response
2. Mental states
3. Formula
4. Need satisfaction
5. Problem solving
 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
 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
 Steps in the Sales Process

5. Closing the sale.

 Verbal closing clues
 Non-verbal closing clues

6. Following up after closing the sale.

 Functions of Sales Management

a. Sales-force staffing and operations

b. Sales planning
c. Sales performance evaluation
 Contents of the Sales Plan

a. Sales objectives
b. Sales activities
c. Sales budget
 Roles of the Sales Plan

a. Preparing sales forecasts

b. Developing sales department
budgets
c. Assigning sales territories and
quotas
THANX