sales managemnt
Post on 14-Apr-2018
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KRA OF SELLING
Prospecting
Building Rapport & Trust
Identifying Needs & Presenting Persuasion
Answering Objections
Closing
Resale and Referral Generation
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KRA OF SALES MANAGEMENT
Planning
Organising
Staffing
Delegating
Supervising & Measuring Performance
Reporting & Feedbacks
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SELLING
.
Selling is persuasion.
Despite the varying demands placed upon selling by the changing times,
several definite functions will remain same.
Innovation Possess technical knowledge
Act as a Channel of Communication
Facilitate consumption
Serve the trade
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SALES MANAGEMENT, PERSONAL
SELLING & SALESMANSHIP
SALES MANAGEMENT
The planning, direction & control of personal selling, including
recruitment, selecting, equipping, assigning, routing, supervising, paying &
motivating as these tasks apply to the personal sales force.
PERSONAL SELLING Face to face interaction with one or more prospective purchasers for the
purpose of making presentations, answering questions, and procuring
orders.
SALESMANSHIP
It is the art of successfully persuading prospects or customers to buyproducts or services from which they can derive suitable benefits thereby
increasing their total satisfaction.
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TYPES OF PERSONAL SELLING
SITUATIONS
Service Selling
Inside Order Taking
Delivery Salesperson
Route Salesperson
Missionary Selling
Technical Selling
Developmental Selling
Creative Salesperson of Tangibles
Creative Salesperson of IntangiblesDevelopment Selling but needs creativity
Political / Backdoor / Indirect
Salesperson engaged in multiple sales
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TYPES OF SELLING
Single Transaction or Account Management
Client Type Retail or Corporate Selling
Product Type
Inside or Outside
Creative or Order Taking
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TYPES OF SELLING
Emotional Selling
Emotionally laden words make emotional appeals far more effective. Marketers
should aim at the heart instead of the head because its 12 inches closer to the
pocket.
Logical Selling
In selling to professional purchasing agents, they are too experienced to be
moved by emotions and they are not buying for themselves.
Buyers with trained minds, especially those trained in technical fields are prone
to think logically by habit.
Selling of complicated products.
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BUYER SELLER DYADSSalesman-customer
Relationship start
Role Requirement
& characteristics
Personal
characteristics
Needs andexpectations
Choice of
strategy
Adjustments
Role Requirement
& characteristics
Personal
characteristics
Needs andexpectations
Choice of
strategynegotiation
Adapt Adapt
Exchange
Stop
Personal
affiliation
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THEORIES OF SELLING
AIDAS Theory
During any successful selling interview, the prospects mind passes through
five successive mental states.
Attention
Interest
Desire
Action
Satisfaction
Right Set of Circumstances Theory of Selling
If the salesperson succeeds in securing the attention and gaining the interestof the prospect, and if the salesperson presents the proper stimuli/appeal the
desired response will result.
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THEORIES OF SELLING
Buying Formula
Need Solution Purchase
Need Solution Purchase Satisfaction
Need Product/ServicesOr Trade name
Purchase Satisfaction
Adequacy
Pleasant Feeling
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THEORIES OF SELLING
Behavioural Equation Theory
B = P * D * K * V
B is the response or the internal response tendency i.e. the act of
purchasing a brand or patronizing a supplier.
P is the predisposition or the inward response tendency i.e. force of habit D is present Drive Level(amount of motivation)Physiological / Canned
K is incentive potential i.e. the value of the product or its potential
satisfaction to the buyer
V intensity of all cues triggering or product or information
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Salesman's role
Four basic combinations :
Established Product Ongoing Salesman
Established Product New Salesman New Product Ongoing Salesman
New Product New Salesman
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THE SALES PROFESSIONAL
Some Important features
AppearanceClothing
Grooming
Voice & Conversation Habits
Mannerism
Habits
Intelligence & Alertness
Social Intelligence & Tact
Dependability
Laughing at the right time
Assertiveness
Self Confidence
Vocabulary
Self Management
Responsibility
Empathy
Enthusiasm
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PROSPECTING
The importance of prospecting, first step of the selling is often overlooked
by the uninitiated. They key to effective selling is prospecting.
A prospect is a person or an institution that can both benefit from the
buying the product and has theability to buy.
Lead/Suspect is the person or institution whomight possibly be a prospect.
COMMON PROSPECTING SYSTEMS
Endless Chains and Reference Calling Centre of Influence and Networking
Personal Observation
Junior Sales People leads
Cold Calls
Walk-in
Informal Gatherings
Farm system
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STEPS TO PROSPECTING
Formulating Prospect definition
Willingness
Financial Capacity
Authority
Availability
Searching Potential Accounts
Qualifying Prospects and determining probable
requirements profitable prospects
Relating Company's products to each prospector
requirement
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SALES RESISTANCE
OBSTACLEReal or Unreal
OBJECTION Sincere or Unsincere
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PROSPECTING
Telemarketing
Other Sources
Old Customers
Service People
Classified list/ associations/ directories.
Exposure
Lead Generation System
Need for cost effective lead generation
Value of the leads generated
Calculate percentage leads that result in Sales
Sales volumes of the sales quantity to be looked into.
Gross margins from different sets of databases.
Lead generation system should yield a steady flow of leads neither too high nor
too low.
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