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    Unit 13 Personal Communication Channels

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    pratimarajput
    This document discusses personal selling and sales management. It defines personal selling as building personal relationships with customers to generate value. It describes different types of personal selling like delivering orders or missionary selling. It outlines the sales management process including deciding sales territories, sizing the sales force, organizing the sales structure, and implementing HR practices like recruiting, selecting, training, motivating, evaluating, and compensating the sales team. Quotas are also discussed as part of sales management. The personal selling process and advantages/disadvantages of personal selling are summarized as well.

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    Unit 13 Personal Communication Channels

    Uploaded by

    pratimarajput
    23 views31 pages
    This document discusses personal selling and sales management. It defines personal selling as building personal relationships with customers to generate value. It describes different types of personal selling like delivering orders or missionary selling. It outlines the sales management process including deciding sales territories, sizing the sales force, organizing the sales structure, and implementing HR practices like recruiting, selecting, training, motivating, evaluating, and compensating the sales team. Quotas are also discussed as part of sales management. The personal selling process and advantages/disadvantages of personal selling are summarized as well.

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    Unit 13

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    This document discusses personal selling and sales management. It defines personal selling as building personal relationships with customers to generate value. It describes different types of personal selling like delivering orders or missionary selling. It outlines the sales management process including deciding sales territories, sizing the sales force, organizing the sales structure, and implementing HR practices like recruiting, selecting, training, motivating, evaluating, and compensating the sales team. Quotas are also discussed as part of sales management. The personal selling process and advantages/disadvantages of personal selling are summarized as well.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    23 views31 pages

    Unit 13 Personal Communication Channels

    Uploaded by

    pratimarajput
    This document discusses personal selling and sales management. It defines personal selling as building personal relationships with customers to generate value. It describes different types of personal selling like delivering orders or missionary selling. It outlines the sales management process including deciding sales territories, sizing the sales force, organizing the sales structure, and implementing HR practices like recruiting, selecting, training, motivating, evaluating, and compensating the sales team. Quotas are also discussed as part of sales management. The personal selling process and advantages/disadvantages of personal selling are summarized as well.

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    UNIT 13

    Personal Communication Channels


    Personal Selling
    The communication technique in which
    sales people builds the personal relationship
    with customers to generate the value for the
    organization.

    Sales VALUE Benefits


    Nature of Personal Selling
    • Delivering
    • Inside order taker
    • Outside order
    • Missionary selling
    • Sales engineer
    Approaches to Personal Selling

    • Stimulus response selling


    • Need satisfaction selling
    • Problem solving selling
    Situations that Favor Personal Selling

    • High price of the product, technical in nature


    and needs demonstration.
    • Introduction stage
    • Organization does not have enough money
    for advertisement.
    • Product can be customized.
    • Market is concentrated.
    Advantages of Personal Selling

    • It can be customized.
    • It can focus on prospective customers.
    • It results in actual sale.
    Disadvantages of Personal Selling

    • It is costly to develop and operate sales force.


    • It is very difficult to attract upper class
    people.
    Sales Management
    Sales Management
    1. Deciding the sales territory
    2. Sales force size
    3. Sales organization
    4. H.R. Practices in Sales management
    5. Quota
    1. Deciding the sales territory
    It is the geographical boundary set for sales
    executives to work in.

    2. Sales force size


    It is decided by work load method.
    Work Load Method consists of:
    3. Sales organization
    It is allocated on the basis of geography and
    the product.
    4. H.R. Practices in Sales Management
    • Recruiting
    • Selecting
    • Training
    • Motivating
    • Evaluating
    • Compensation
    Recruiting
    • Internal Sources are referred to the existing
    employees of the same organization.
    • External Sources include the following:
     Employment exchange
     Competitors organization
     Salesman of non-competing firms
     Educational Institutions
     Recommended classes
     Advertisement
     Unsolicited applications etc.
    Selecting
    Steps:
    Training
    Aims of Training
    • To prepare the salesman to discharge his job
    efficiently.
    • To tell him what to do.
    • To guide him how to demonstrate.
    • To allow him to practice or perform it.
    • To check him in his performance.
    Training
    Objectives:
    1.Product Knowledge
    2. Reduce Labor turnover
    3. Improve employer-employee relationship
    4. Improve relationship with customer
    5. Increase sales
    6. Motivate sales people
    7. Reduce the expense
    8. Increase in efficiency of sales people
    Training Program
    ACMEE
    • A – Aim of Training
    • C – Content of Training
    a. Job knowledge
    b. Product knowledge
    c. About Company
    d. Markets and Consumers
    e. The competitors
    f. Sales technique
    g. Daily Reports
    Training Program
    • M – Method of Training
    • E – Execution of Training
    • E – Evaluation
    Training Needs of Salesman at
    Different Times
    • New Salesmen Need
    • Regular Salesmen Need
    • Supervisors Need
    Training Methods
    Group Training
    1. Lecture Method
    2. Audio-Visual Method
    3. Discussion Method
    4. Conference Method
    5. Role-playing Method
    6. Panel Method
    7. Round Table Method
    8. Brain Storming Method
    Individual Training
    1. On the job Training
    2. Sales Manual
    3. Initial or Break-in Training
    • Motivating
    - Financial Incentive
    - Non- Financial Incentive
    • Evaluating
    • Compensation
    - Direct Salary
    - Direct Commission
    - Combined Plans.
    Quota
    • Sales Quota
    • Expense Quota
    • Profit Quota
    • Activity Quota
    • Combination Quota
    Personal Selling Process
    1. Lead Generation
    2. Lead Evaluation
    3. Buyer Analysis
    4. Approaching the Customer
    5. Presentation and demonstration
    6. Providing solutions to customer
    7. Order generation
    8. Follow up
    Direct Marketing
    Direct Marketing
    1. Telephone Marketing
    2. Catalog Marketing
    3. Kiosk Marketing
    4. Online Marketing
    THANK YOU

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