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Personal Selling and Sales Management: Hapter
Personal Selling and Sales Management: Hapter
Personal Selling and Sales Management: Hapter
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SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT Nature of Personal Selling and Sales Management
Personal Selling
Sales Management
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SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT Personal Selling in Marketing Creating Customer Value Through Salespeople: Relationship and Partnership Selling
Relationship Selling Partnership Selling (or Enterprise Selling)
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Order Taking
Outside Order Takers Inside Order Takers, Order Clerks, or Salesclerks Inbound Telemarketing
Order Getting
Outbound Telemarketing
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THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS Personal Selling Process Prospecting
Lead Prospect Qualified Prospect Cold Canvassing
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Consultative Selling
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Follow-Up
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Product
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Account management policy grid grouping customers according to the level of opportunity and a firms competitive sales position
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THE SALES MANAGEMENT PROCESS Sales Plan Implementation: Putting the Plan into Action
Salesforce Recruitment and Selection
Job Analysis Job Description
Emotional Intelligence
Salesforce Training
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THE SALES MANAGEMENT PROCESS Sales Plan Implementation: Putting the Plan into Action
Salesforce Motivation and Compensation
Straight Salary Compensation Plan Straight Commission Compensation Plan
Salesforce Training
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THE SALES MANAGEMENT PROCESS Salesforce Evaluation and Control: Measuring Results
Quantitative Assessments
Sales Quota
Behavioral Evaluation
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THE SALES MANAGEMENT PROCESS Salesforce Automation and Customer Relationship Management
Salesforce Automation (SFA) Salesforce Computerization Salesforce Communication
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Personal Selling
Personal selling involves the two-way flow of communication between a buyer and seller, designed to influence a persons or groups purchase decision, usually in face-to-face communication between the sender and receiver.
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Sales Management
Sales management involves planning the selling program and implementing and controlling the personal selling effort of the firm.
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Relationship Selling
Relationship selling is the practice of building ties to customers based on a salespersons attention and commitment to customer needs over time.
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Partnership Selling
Partnership selling is the practice whereby buyers and sellers combine their expertise and resources to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the customer. Also called enterprise selling.
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Order Taker
An order taker processes routine orders or reorders for products that were already sold by the company.
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Order Getter
An order getter sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers use of a product or service.
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Missionary Salespeople
Missionary salespeople are sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products.
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Sales Engineer
A sales engineer is a salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation but often does not actually sell products and services.
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Team Selling
Team selling is the practice of using an entire team of professionals in selling to and servicing major customers.
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The personal selling process consists of sales activities occurring before and after the sale itself, consisting of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up.
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Stimulus-Response Presentation
Stimulus-response presentation is a presentation format which assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
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Formula selling presentation is a presentation format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
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Need-Satisfaction Presentation
Need-satisfaction presentation is a presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
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Adaptive Selling
Adaptive selling is a need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
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Consultative Selling
Consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
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Sales Plan
A sales plan is a statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
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Major account management is the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships. Also called key account management.
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Workload Method
The workload method is a formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a figure for the salesforce size.
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Account management policies specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
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Emotional Intelligence
Emotional intelligence is the ability to understand ones own emotions and the emotions of people with whom one interacts on a daily basis.
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Sales Quota
A sales quota contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.
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Salesforce Automation
Salesforce automation (SFA) is the use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient.
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