Professional Documents
Culture Documents
Personal Selling and Sales Management
Personal Selling and Sales Management
SELLING AND
SALES
MANAGEMENT
Slide 20-2
How salespeople create value for customers
Slide 20-9
Comparing order takers with order getters
Slide 20-14
THE MANY FORMS OF
PERSONAL SELLING
Slide 20-17
Stages in the personal selling process
Slide 20-23
Relationship Selling
Slide 20-84
Partnership Selling
Slide 20-86
Order Getter
Slide 20-87
Missionary Salespeople
Slide 20-88
Sales Engineer
Slide 20-89
Team Selling
Slide 20-90
Personal Selling Process
Slide 20-91
Stimulus-Response Presentation
Stimulus-response presentation is a
presentation format which assumes that
given the appropriate stimulus by a
salesperson, the prospect will buy.
Slide 20-92
Formula Selling Presentation
Slide 20-93
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.
Slide 20-94
Adaptive Selling
Slide 20-95
Consultative Selling
Slide 20-96
Sales Plan
Slide 20-97
Major Account Management
Slide 20-98
Emotional Intelligence
Slide 20-101
Sales Quota
Slide 20-102
Salesforce Automation
Slide 20-103