MKT 304: Chap 14 Key Concepts Personal Selling

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MKT 304 Chap 14 Key ConceptsPersonal Selling

• Basic sales tasks
• Order getters
• Order getting
• Order takers
• Order taking
• Supporting salespeople
• Missionary salespeople
• Technical specialists
• Team selling

• Major accounts sales force
• Sales territory
• Prospecting
• Sales presentation
• Prepared sales presentation
• Close
• Consultative selling
• Selling formula approach

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Exhibit 14-1
The Importance Role of Personal Selling
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What Kinds of Personal Selling Are Needed?
Order-Taking
Order-Taking
Order-Getting
Order-Getting
Basic Sales Tasks
Supporting
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The Right Structure Helps Assign Responsibility
Different Markets, Different Tasks
Major Accounts Sales Force
Telemarketing
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Training to Meet a Job Description
Specific, Written Job Description
Trained, Not Born
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Compensating and Motivating Salespeople
Straight Salary
Straight Commission
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Exhibit 14-4
The Rest of the Personal Selling Process

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The Personal Selling Process(Short Version)
Prospecting
F e e d b a c k
Qualifying
Preparation
Sales Presentation
Close Sale
Follow-Up
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Three Types of Sales Presentation
ThreePresentationApproaches
Prepared Approach
Consultative Approach