2. Let us move on to another component
of Promotion Mix-Personal Selling. You
all have probably experienced personal
selling efforts. Have you bought
something from the door salesman?
Do you find personal selling efforts
worth appreciating or have you found
them irritating?
………….
3. Students you would agree that personal
selling is the most adoptable of all promotional
methods because the person who is
presenting the message can modify it to suit
the individual buyer. However, personal selling
is also the most expensive promotion method.
It involves the use of a sales force to support a
push strategy
(Encouraging intermediaries to by the product)
Or a pull strategy (Where the role of the sales force
may be limited to supporting retailers and providing
after-sales service)
6. What should a good salesperson do?
1) Be Sincere with people.People are smart and
see right through fake or insincere Sales Person.
If you are not sincere and honest with everyone
you meet then you should not be in sales.
2) It is vitally important to constantly hone your
sales and communication skills. Continuous
growth and training in formal professional
selling techniques is also very important. Take
training classes, listen to audio cassette
professional development tapes, read all the
professional development material you can get
your hands.
7. 3) First listen to your customer, understand his
or her wants and needs and only then try to
determine whether or not you can deliver the
product or services to meet those wants and
needs. If you approach a prospect with a
solution before understanding the problem you
are likely to be wrong about the solution.
4) The best salespeople ask a lot of questions and
genuinely listen to the answers before speaking
again.
5) Yours prospects and customers are all
different so you should treat them differently.
8. 6) The best sales people listen much more than
they will.
7) Find out what your prospects want and then
give it to them.
8) If you think you cannot make sales then you
probably should not even try.
9. Promotion-Decisions and Strategies
Lesson-47
Management of Sales Force
1) Establishing Sales Force Objectives
2) Determining Sales Force Size
3) Recruiting and Selecting
4) Training
5) Compensation
6) Motivating
7) Controlling and evaluating
performances
10. Designing Sales Force Strategy and
Structure
Sales Force Size
Other Sales Force Strategy and Structure issues
Who will be involved in the
Selling Effort?
Outside Sales Force
Inside Sales Force
How will Sales and Sales
Support People Work
Together?
Team Selling
11. Recruiting and Selecting
Salespeople
Some Characteristics of
Sales People
Recruiting Procedures
Salesperson Selection
Process
Enthusiasm, Self Confidence,
Persistence, initiative and
Job Commitment
Current Sales People,
Employment Agencies,
Classified Ads
Campus Recruitment
Sales Aptitude
Analytical
Organizational Skills
Personality traits
12. Training Salespeople
Help Salespeople know & identify with the co
Explain the Product knowledge
Knowledge about Competitors, Customers
Training on how to make Effective presentations
Field procedures and Responsibilities
Give them GK to gain Commonsense
14. Qualities and Characteristics of a
Best Salesperson
Communicator
Communicate ideas and concepts to
others – simply and clearly.
People say YES based on your
conviction and enthusiasm and not
just words.
Over-come stage fear.
Give clear and concise instructions.
ASSUMING is costly.
15. Qualities and Characteristics of a
Leader
Risk Taker
Dare to try new concepts, ideas
and methods.
No substantial gain comes
without certain amount of risk.
Do what you fear the most, thus
conquering your fear itself.
16. Qualities and Characteristics of a
Best Salesman
Good Listener
Master the technique of questioning and
carefully listening before jumping to
conclusions.
Believe in self-help and self-dependency.
Strive to help others by teaching the
process of solving the problem and not
giving the solution.
17. Qualities and Characteristics of a
Best Salesperson
Handling Failure and Rejection
Change your attitude towards
failure.
Realize doing more business is the
result of handling more rejection!
19. 8/20/2022 19
Lesson-48
Relationship Marketing
*Process of Creating, maintaining and
enhancing Strong, Value-laden
Relationships with customers and other
stakeholders
**Based on the idea that important
accounts need Focused and continuous
attention.
