© 2003 mcgraw-hill companies, inc., mcgraw-hill/irwin nature of personal selling and sales...
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© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Nature of Personal Selling and Sales Management
• Pervasiveness of Selling
• Personal Selling in Marketing
• Creating Customer Value through Salespeople: Relationship and Partnership Selling
SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND
SALES MANAGEMENT
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Order Taking
• Order Getting
THE MANY FORMS OF PERSONAL SELLING
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
How outside order-getting salespeople spend How outside order-getting salespeople spend their time each weektheir time each week
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Customer Sales Support Personnel Missionary salespeople Sales engineer Team selling
THE MANY FORMS OF PERSONAL SELLING
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Prospecting
• Preapproach
• Approach
THE PERSONAL SELLING PROCESS: BUILDING
RELATIONSHIPS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Stages Stages and and objectives objectives of the of the personal personal selling selling processprocess
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Presentation• Stimulus-Response Format
• Formula Selling Format
THE PERSONAL SELLING PROCESS: BUILDING
RELATIONSHIPS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Presentation• Need-Satisfaction Presentation
Adaptive selling Consultative selling
• Handling Objections
• Close
• Follow-Up
THE PERSONAL SELLING PROCESS: BUILDING
RELATIONSHIPS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
THE SALES MANAGEMENT PROCESS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Formulation• Setting Objectives
• Organizing the Salesforce
THE SALES MANAGEMENT PROCESS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing Organizing the the Sales Sales Force by Force by customer, customer, product, product, and and
geographygeography
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by customerOrganizing the sales force by customer
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by productOrganizing the sales force by product
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by geographyOrganizing the sales force by geography
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Organizing the Salesforce (cont) Major account management Workload method
• Developing Account Management Policies
THE SALES MANAGEMENT PROCESS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Account management policy gridAccount management policy grid
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Implementation• Salesforce Recruitment and Selection
Emotional intelligence
THE SALES MANAGEMENT PROCESS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
U.S. salesforce composition and changeU.S. salesforce composition and change
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Sales Plan Implementation• Salesforce Training
• Salesforce Motivation and Compensation
THE SALES MANAGEMENT PROCESS
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
• Salesforce Evaluation and Control• Quantitative Assessments
• Behavioral Evaluation
• Salesforce Automation and Customer Relationship Management• Salesforce Computerization
• Salesforce Communication
THE SALES MANAGEMENT PROCESS