Task:

Presentation of Chapter # 18,19 & 20.

Subject:
Principle of Marketing.
Submitted To:
Maim Humaira Khan.
Submitted By:
Muhammad Faisal.
Reg:
1411-108039
CHAPTER

PERSONAL
SELLING AND
SALES
MANAGEMENT

Slide 20-2
 SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT

• Nature of Personal Selling and Sales

Management
 Personal Selling
 Sales Management
• Selling Happens Almost Everywhere

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
 Partnership Selling (or Enterprise Selling)

Slide 20-8
How salespeople create value for customers

Slide 20-9
 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
Comparing order takers with order getters

Slide 20-14
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
 Sales Engineer
 Team Selling
 Conference Selling
 Seminar Selling

Slide 20-17
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Personal Selling Process

• Prospecting
 Lead
 Prospect
 Qualified Prospect
 Cold Canvassing
Slide 20-21
Stages and objectives of the personal
selling process

Slide 20-22
Stages in the personal selling process

Slide 20-23
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Preapproach
• Approach

Slide 20-25
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Presentation
 Stimulus-Response Format
• Stimulus-Response Presentation

• Suggestive Selling

 Formula Selling Format

• Formula Selling Presentation
• Canned Selling Presentation
Slide 20-27
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Presentation
 Need-Satisfaction Format
• Need-Satisfaction Presentation

• Adaptive Selling

• Consultative Selling

Slide 20-28
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Presentation
 Handling Objections
• Acknowledge and Convert the Objection
• Postpone
• Agree and Neutralize
• Accept the Objection
• Denial
• Ignore the Objection
Slide 20-30
Techniques for handling objections

Slide 20-31
THE PERSONAL SELLING PROCESS:
BUILDING RELATIONSHIPS

• Close
 Trial Close
 Assumptive Close
 Urgency Close
 Final Close
• Follow-Up
Slide 20-32
THE SALES MANAGEMENT PROCESS

• Sales Plan Formulation: Setting Direction

 Sales Plan
 Setting Objectives

Slide 20-37
The sales management process

Slide 20-38
THE SALES MANAGEMENT PROCESS

• Sales Plan Formulation: Setting Direction

 Organizing the Salesforce
• Own Salesforce vs. Independent Agents

Slide 20-40
THE SALES MANAGEMENT PROCESS

• Sales Plan Formulation: Setting Direction

 Organizing the Salesforce—Structure
• Geography

• Customer
 Major (Key) Account Management

• Product

Slide 20-42
THE SALES MANAGEMENT PROCESS

• Sales Plan Formulation: Setting Direction

 Organizing the Salesforce—Size
• Workload Method
• Developing Account Management Policies

Slide 20-47
Account management policy grid grouping
customers according to the level of
opportunity and a firm’s competitive sales
position

Slide 20-48
THE SALES MANAGEMENT PROCESS

• Sales Plan Implementation: Putting the

Plan into Action
 Salesforce Recruitment and Selection
• Job Analysis

• Job Description

• Emotional Intelligence

 Salesforce Training

Slide 20-49
U.S. sales force composition and change

Slide 20-51
U.S. sales force composition and change

Slide 20-52
U.S. sales force composition and change

Slide 20-53
U.S. sales force composition and change

Slide 20-54
THE SALES MANAGEMENT PROCESS

• Sales Plan Implementation: Putting the

Plan into Action
 Salesforce Motivation and Compensation
• Straight Salary Compensation Plan

• Straight Commission Compensation Plan

• Combination Compensation Plan

 Salesforce Training

Slide 20-55
THE SALES MANAGEMENT PROCESS

• Salesforce Evaluation and Control:

Measuring Results
 Quantitative Assessments
• Sales Quota

 Behavioral Evaluation

Slide 20-57
THE SALES MANAGEMENT PROCESS

• Salesforce Automation and Customer

Relationship Management
 Salesforce Automation (SFA)
 Salesforce Computerization
 Salesforce Communication

Slide 20-58
 Personal Selling

Personal selling involves the two-way

flow of communication between a buyer
and seller, designed to influence a
person’s or group’s purchase decision,
usually in face-to-face communication
between the sender and receiver.

Slide 20-82
 Sales Management

Sales management involves planning

the selling program and implementing
and controlling the personal selling effort
of the firm.

Slide 20-83
 Relationship Selling

Relationship selling is the practice of

building ties to customers based on a
salesperson’s attention and commitment
to customer needs over time.

Slide 20-84
 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.
Slide 20-85
 Order Taker

An order taker processes routine orders

or reorders for products that were already
sold by the company.

Slide 20-86
 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.

Slide 20-87
 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.

Slide 20-88
 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.

Slide 20-89
 Team Selling

Team selling is the practice of using an

entire team of professionals in selling to
and servicing major customers.

Slide 20-90
 Personal Selling Process

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.

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

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.

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

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.

Slide 20-95
 Consultative Selling

Consultative selling is a need-

satisfaction presentation format that
focuses on problem identification, where
the salesperson serves as an expert on
problem recognition and resolution.

Slide 20-96
 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.

Slide 20-97
Major Account Management

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.

Slide 20-98
 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.

Slide 20-99
Account Management Polices

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.

Slide 20-100
 Emotional Intelligence

Emotional intelligence is the ability to

understand one’s own emotions and the
emotions of people with whom one
interacts on a daily basis.

Slide 20-101
 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.

Slide 20-102
 Salesforce Automation

Salesforce automation (SFA) is the

use of computer, information,
communication, and Internet technologies
to make the sales function more effective
and efficient.

Slide 20-103
End of Chapter # 18