Personal Selling

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Personal Selling Sales Management
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Personal Selling Sales Management

• Two-way, personal communication between
• buyer seller

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Nature Significance of Personal Selling Sales
Management
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Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions

5
Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds

6
Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers

7
Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers
• Salespeople ARE the company in customers eyes

8
Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers
• Value of Personal Selling Increases . . .

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Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers
• Value of Personal Selling Increases . . .
• As the number of customers decreases

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Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers
• Value of Personal Selling Increases . . .
• As the number of customers decreases
• As the complexity of the product increases

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Nature Significance of Personal Selling Sales
Management

• Approximately 16 million people in US hold sales
  positions
• 20 of CEOs in top 1000 US companies have
  significant sales/marketing backgrounds
• Salespeople are the critical link between a firm
  and its customers
• Value of Personal Selling Increases . . .
• As the number of customers decreases
• As the complexity of the product increases
• As the value of the product increases

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Forms of Personal Selling
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Forms of Personal Selling

• Order Taking

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Forms of Personal Selling

• Order Taking
• Inside

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Forms of Personal Selling

• Order Taking
• Inside
• Outside

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Forms of Personal Selling

• Order Taking
• Order Getting

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Forms of Personal Selling

• Order Taking
• Order Getting
• Sales Support Activities

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Forms of Personal Selling

• Order Taking
• Order Getting
• Sales Support Activities
• Missionary Salesperson

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Forms of Personal Selling

• Order Taking
• Order Getting
• Sales Support Activities
• Missionary Salesperson
• Sales Engineer

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Sales Management
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Sales Management

• Sales Plan Formulation

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives
• Organizing the Sales Force

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives
• Organizing the Sales Force
• Geographical Structure

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives
• Organizing the Sales Force
• Geographical Structure
• Customer Sales Organization

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives
• Organizing the Sales Force
• Geographical Structure
• Customer Sales Organization
• Product Sales Organization

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Sales Management

• Sales Plan Formulation
• Setting Sales Objectives
• Organizing the Sales Force
• Customer Account Management Policies

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Sales Management

• Sales Plan Implementation

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• A Clear Job Description

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• A Clear Job Description
• Effective Sales Management Practices

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• A Clear Job Description
• Effective Sales Management Practices
• A Personal Need for Achievement

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• A Clear Job Description
• Effective Sales Management Practices
• A Personal Need for Achievement
• Proper Incentives Compensation

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• Salesforce Compensation

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• Salesforce Compensation
• Straight Salary Compensation Plan

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• Salesforce Compensation
• Straight Salary Compensation Plan
• Straight Commission Compensation Plan

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Sales Management

• Sales Plan Implementation
• Salesforce Recruitment
• Salesforce Training
• Salesforce Motivation
• Salesforce Compensation
• Straight Salary Compensation Plan
• Straight Commission Compensation Plan
• Combination Salary and Commission Plan

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Sales Management

• Sales Force Evaluation Control

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Input Related
• Number of Sales Calls Made
• Selling Expense/Sale
• Number of Sales Reports Submitted

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Input Related
• Number of Sales Calls Made
• Selling Expense/Sale
• Number of Reports Submitted
• Output Related
• Sales Volume
• Number of New Accounts Opened
• Sales of Specific Products

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude
• Attention to Customers

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude
• Attention to Customers
• Product Knowledge

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude
• Attention to Customers
• Product Knowledge
• Selling Communication Skills

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude
• Attention to Customers
• Product Knowledge
• Selling Communication Skills
• Appearance Professional Demeanor

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Sales Management

• Sales Force Evaluation Control
• Quantitative Assessments (Sales Quotas)
• Behavioral Assessments
• Attitude
• Attention to Customers
• Product Knowledge
• Selling Communication Skills
• Appearance Professional Demeanor
• Customer Satisfaction