SALES CHANDAN KR MOHANTY

& DISTRIBUTION DM21A18

CORE MARKETING
 Means planning, direction and control of
Sales personal selling, including recruiting, selecting,

management: equipping, assigning, routing, Supervising

paying and motivating as these tasks apply to
personal salesforce
 Distribution
It is a process that simplifies and manages each face of distribution chains

Oversees movement of goods from suppliers or manufacturers to point of sales

 1. Producers
2. Wholesalers

4 channels of 3. Creating desire to buy

4. Retailers
distribution: 5. Consumers
 Personal Selling
is an act of convincing the prospect to buy a given product or service
 1. Attracting the prospective customers
2. Educating the prospective customers
Objective Of 3. Creating desire to buy
Personal 4. Concluding repeat sales

Selling : 5. Getting repeat order

 1. Industrial
2. Retail
Type Of Personal 3. Service

Selling :
 1. Order taking
2. Order getting

Type of Seller: 3. Sales support

4. Sales team
 1. PRESALES
2. PROSPECTING
3. PRE-APPROACH
4. APPROACH

Personal Selling 5. SALES PRESENTATION

6. HANDLING CUSTOMER
Process: OBJECTIONS
7. CLOSING
8. FOLLOW-UP & AFTER SALES
SERVICE
 1. Problem or need recognition

Buying decision 2. Information search or collection

3. Evaluation of alternative
journey: 4. Purchase decision
5. Post purchase behaviour
Thank you!!!