PERSONAL

SELLING AND
SALES
MANAGEMENT

Slide 20-2
 AFTER READING THIS CHAPTER
YOU SHOULD BE ABLE TO:
1. Discuss the nature and scope of
personal selling and sales
management in marketing.

2. Identify the different types of

personal selling.

3. Explain the stages in the personal

selling process.

Slide 20-3
 SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

• Nature of Personal Selling and Sales

Management
– Personal Selling – two-way flow of
communication between buyer and seller, often in
a face-to-face encounter, designed to influence a
person’s of group’s purchase decision
• Also occurs by telephone , through video
teleconferencing, and the internet between
buyers and sellers

Slide 20-6
 SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

• Nature of Personal Selling and Sales

Management
– Sales Management – planning the selling
program and implementing and controlling the
personal selling effort of the firm
• Tasks involved include: setting objectives;
organizing the sales force; recruiting, selecting,
training, and compensating salespeople; and
evaluating performance of individual
salespeople

Slide 20-6
 SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

• Selling Happens Almost

Everywhere
–“Everyone lives by selling
something”

Slide 20-6
 SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

• Personal Selling in Marketing

• Creating Customer Value Through
Salespeople: Relationship and
Partnership Selling
 Relationship Selling – long-term
 Partnership Selling (or Enterprise Selling)

Slide 20-8
FIGURE 20-A How salespeople create value
for customers

Slide 20-9
 Concept Check

1. What is personal selling?

A: Personal selling involves the two-

way flow of communication between
a buyer and seller, often in a face-to-
face encounter, designed to influence
a person’s or group’s purchase
decision.

Slide 20-11
 Concept Check

2. What is involved in sales

management?
A: Sales management involves planning
the selling program and
implementing and controlling the
personal selling effort of the firm.

Slide 20-12
 THE MANY FORMS OF
PERSONAL SELLING

• Order Taking
 Outside Order Takers
 Inside Order Takers, Order Clerks,
or Salesclerks
 Inbound Telemarketing
• Order Getting
 Outbound Telemarketing
Slide 20-13
FIGURE 20-B Comparing order takers with
order getters

Slide 20-14
FIGURE 20-2 How outside order-getting
salespeople spend their time each week

Slide 20-16
 THE MANY FORMS OF
PERSONAL SELLING

• Customer Sales Support Personnel

 Missionary Salespeople – promotion and introduction
 Sales Engineer – identifying, analyzing & solving
 Team Selling – team of professionals (cross-functional)
 Conference Selling – discuss problems and opportunities
 Seminar Selling – conducts educational program for
technical staff

Slide 20-17
THANK YOU!