Integrated Marketing

Communication
Marketing PR (MPR.)
OR PUBLICITY
 Types of Sales Persons (Personal Selling)

Robert Mcmurry distinguished six sales positions, ranging from the least to the most creative types of
selling:

Group A : (SERVICE SELLING)

 Deliverer

 Inside Order Taker ( eg. Kirana shop salesman, Bata shop

salesperson)

 Missionary Selling
 Technical Sales Person
(with high levels of technical knowledge)

 Demand Creators

 Solution Vendor
( expertise in the solving of a customer’s problem)

 Route or Merchandising Salesperson

(eg FMCG. sales person)
Group B ( Developmental selling - Order Getter)
pre-customer contact, prospecting ,initial contact , presentation of
merchandise , handling objections , closing the sales , suggestion selling
& sales follow-up:

Eg.:
 Creative Salesperson of Tangibles
(vacuum cleaners, automobiles etc)

 Creative Salesperson of Intangibles

(Insurance, Ad Services & Education Services)
May be Classified (Nature of Functions)
 ORDER TAKERS

 Inside & field order takers (HANDLES ROUTINE SALES ORDERS & REPEAT ORDERS)
 Arrangingproduct displays , restocking the products , answering
phone calls & taking orders
 Requires very little training & compensation
 Generates bulk of the firms sale
 High turnover of these sales personnel

 ORDER GETTERS

 Responsible for the growth of a company by getting orders from new & existing
customers)
 Achieves sales target thru creative selling process (8 steps
mentioned earlier)
 SUPPORT PERSONNEL (FACILITATES SELLING FUNCTION):

 Identifying prospective buyers, educating them about the companies

products , building goodwill for the company & providing after sales
support to the buyers)

 Usually involved in B2B products or org. products

e.g. missionary sales people, trade sales people & technical sales people
PERSONAL SELLING PROCESS
C. Sales Force Promotions
 Sales Contests

 Sales Training Manuals

 Sales Meeting

 Demonstrations