16 personal selling
Post on 21-Jan-2015
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Personnel Selling
“Everybody lives by selling something.”Robert Louis Stevenson
Careers in Sales High demand but not a career for everybody,
but, good experience early in any career…
Negative perceptions
$…$…$
Personnel Selling
Selling ProcessProspecting
Qualifying
Approaching
Presenting/Demonstration
Handling Objections and Questions
Closing
Follow-up
Personal Selling
Sales force activitiesCultivating new clients
Communication
Selling
Servicing
Information gathering
Allocating scarce resources
Personnel Selling
ObjectivesUnits or $ sold
Market share by territory
Target profit per sale
Maximize sales per $ cost
Maximize number of sales calls per period
…but these mostly conflict…?
Personnel Selling
Salary versus Commission
control…incentive
security…fairness
simplicity…flexibility
Personnel Selling
4 E’sEnergy for long hours
Enthusiasm for job, product
Empathy for customer
Ego, victory, desire to win
Blowing in the Wind Video
Annoying Sales Promotion Works
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