Personal Selling Chapter 1

Selling and Salespeople Chapter 1

Important Questions about Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object]

Selling ,[object Object],[object Object],[object Object]

Sales people ,[object Object],[object Object]

Why Learn About Personal Selling? ,[object Object],[object Object],[object Object],[object Object]

Why Learn About Personal Selling? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technologies used by Sales Force

Personal Selling Personal selling is a person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties. ,[object Object]

PERSONAL SELLING Definition ,[object Object],[object Object],[object Object],[object Object]

Objectives of Personal Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

Personal Selling Process ,[object Object],[object Object],[object Object],[object Object],[object Object]

Comparison to other marketing communications tools ,[object Object],[object Object],[object Object],[object Object],[object Object]

Advantages of using personal selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Main disadvantages of using personal selling ,[object Object],[object Object]

Selling and Marketing ,[object Object],[object Object],[object Object]

Strengths and Weaknesses of Communication Methods M = Moderate, H = High, L = Low Communication Method Control Flexibility Credibility Cost Personal selling M to H H L H Internet website H M to H L M to H Mass media advertising H L L M Publicity L L H L to M Word of Mouth L L H L

Integrated Marketing Communications ,[object Object]

Sales people and Marketing Mix ,[object Object],[object Object]

Types of Organisational Learning ,[object Object],[object Object],[object Object]

Main Roles of the Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Contribution from Sales people ,[object Object],[object Object],[object Object],[object Object]

Qualities of High Sales Performers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salespeople are made not born ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

THE SALES EDGE - EVERYBODY SELLS ,[object Object],[object Object],[object Object]

Activities of Salespeople ,[object Object],[object Object],[object Object]

Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Servicing Customer ,[object Object],[object Object]

Reporting ,[object Object],[object Object],[object Object],[object Object],[object Object]

What do Salespeople do? ,[object Object],[object Object],[object Object],[object Object]

How Salespeople Spend Their Time Each Week

Types of salespeople ,[object Object],[object Object],[object Object],[object Object]

Selling and Distribution Channels A distribution channel is a set of people and organizations responsible for the flow of products and services from the producer to the ultimate user. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling and Distribution Channels ,[object Object]

Selling and Distribution Channels (continued) ,[object Object],1-

CLASSIFICATION OF SALES JOBS ,[object Object],[object Object],[object Object]

Trade selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

Missionary selling ,[object Object],[object Object],[object Object]

Technical selling ,[object Object],[object Object],[object Object],[object Object]

The Customer is at the Center of the Sales System

Major Reasons For Choosing A Sales Career

Rewards in Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Average Annual Compensation for Salespeople and Managers Source: 2004 Salary Survey, Sales & Marketing Management, May 2004, p. 29.

Opportunity for Advancement ,[object Object],[object Object],[object Object],[object Object],[object Object]

DISADVANTAGES OF A SALES CAREER ,[object Object],[object Object],[object Object]

Success of Selling S S U C C Ssuccess E S S

Characteristics of Successful Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Other characteristics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Personal Characteristics Needed to Sell for Building Long-term Relationships

The Building Partnerships Model

[object Object],[object Object],[object Object],[object Object],[object Object],Summary

Personal Selling Chapter 1

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