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1. Personal selling and sells
Management
Presented By Sandeep Gunjan |Varun Rai

2. Understand Sales Person
Company
Salesperson
Customer
Sales people work on the boundary between a company and its customer.
To the company sales people are voice of customer.
To the customer , sales person is the physical embodiment of the company.

3. Types of salespeople
Mayer and Greenberg (1964) suggests
Sales people must have two basic qualities Empathy and Ego.
Empathy: allows sales person to treat customers problems as their own.
Ego: drives enables salespeople to persist even after experiencing failure.

4. Who fits where
According to Narayndas and Weinstein (2005) most of the
salespeople fall under hunter and farmers.
Sales people

5. Hunters
Are persuasive in nature , have strong
sense of urgency and, are adept at
bouncing back from rejection.
Theses sales people are better for
Sourcing and qualifying nee leads
Obtaining appointments
Delivering presentation that address customers concerns
Negotiating and securing new business

6. Hunters
Are empathetic, consistent ,and
adept at developing relationships.
These people are better suited for
Establishing and maintaining long term relationships
Providing expert advice
Networking within customers to find new leads
Negotiating and securing new business with existing customers

7. Sales process
1. Understanding
customers need
2. Identifying and building
needs
3. Transaction selling
4. Major account selling

8. 1. Understanding customers needs.
The first step in selling is understanding the
customer need. It is useful to develop a
sense of what a customer might be looking
for before sale calls are made.
This involves two steps
1. Turning product features into customers benefits
2. Turning customers benefits into product features

9. 2. Identifying and building needs
Is salesperson can offer some thing to customer.
If some thing can be offered ,the salesperson proceeds by helping the
prospects

10. 3. Transaction Selling
Mayer and Greenberg (1964) suggests
Salesperson has limited time to make pitch to a customer .
The salesperson has limited need to make quick judgment as to whether
the customer is really interested in buying ,
Why customer is interested in buying ,
Weather salesperson has product that can satisfy those needs and hoe
focused the customer is on price

11. 4. Major account selling
Open the selling process
Qualify the prospects
Develop the sales strategy
Organize the justification
Make the presentation
Coordinate recourses and personnel
Close the sale
Nature and account relationship

12. Sales Management
1. Aligning objectives
2. Defining the sales organization
3. Managing sale people
- Capability
- Control
- Coverage
- Cost
- Conflict

13. Aligning Objectives
Since, sales people need to treat their
customers problem as their own. It is easy
for them to lose the sight of their own
company’s strategic goal
Steps for Aligning Objectives
First step in aligning objectives is for the company to define what it wants
to accomplish.
After defining its primary strategic goal , the company turns to define the
role that individual sales people should pay in attaining them.

14. Defining The sales strategy
5 Factors
Capability: weather the company has ability to create sales force with
necessary skills to meet the customers needs.
Control: Direct sales force provide companies with more control over how
they interact with customers . Selling directly allows companies to:- keep
their customer list private, deliver consistent massage, ensure loyalty and
product expertise.
Coverage: companies commonly use outside agents to reach a greater part of
the market . Outside agents can provide access to :- new types of selling to
selling skills , new type of customers, broader geographic region
Cost:
Conflict:

15. Thank You