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    Personal Selling and Sales Management: Slide 20-2

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    Brylle Leynes
    The document discusses personal selling and sales management. It defines personal selling as a two-way communication between a buyer and seller, often face-to-face, to influence a purchase. Sales management involves planning the selling program, implementing the personal selling effort, and controlling tasks like setting objectives and evaluating performance. The document outlines different types of personal selling like order taking, order getting, and customer sales support personnel. It explains the nature and scope of personal selling and sales management in marketing.

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    Personal Selling and Sales Management: Slide 20-2

    Uploaded by

    Brylle Leynes
    14 views14 pages
    The document discusses personal selling and sales management. It defines personal selling as a two-way communication between a buyer and seller, often face-to-face, to influence a purchase. Sales management involves planning the selling program, implementing the personal selling effort, and controlling tasks like setting objectives and evaluating performance. The document outlines different types of personal selling like order taking, order getting, and customer sales support personnel. It explains the nature and scope of personal selling and sales management in marketing.

    Original Description:

    Sales Management and Personal Selling

    Original Title

    CHAPTER 1

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    The document discusses personal selling and sales management. It defines personal selling as a two-way communication between a buyer and seller, often face-to-face, to influence a purchase. Sales management involves planning the selling program, implementing the personal selling effort, and controlling tasks like setting objectives and evaluating performance. The document outlines different types of personal selling like order taking, order getting, and customer sales support personnel. It explains the nature and scope of personal selling and sales management in marketing.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    14 views14 pages

    Personal Selling and Sales Management: Slide 20-2

    Uploaded by

    Brylle Leynes
    The document discusses personal selling and sales management. It defines personal selling as a two-way communication between a buyer and seller, often face-to-face, to influence a purchase. Sales management involves planning the selling program, implementing the personal selling effort, and controlling tasks like setting objectives and evaluating performance. The document outlines different types of personal selling like order taking, order getting, and customer sales support personnel. It explains the nature and scope of personal selling and sales management in marketing.

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    You are on page 1of 14

    PERSONAL

    SELLING AND
    SALES
    MANAGEMENT

    Slide 20-2
    AFTER READING THIS CHAPTER
    YOU SHOULD BE ABLE TO:
    1. Discuss the nature and scope of
    personal selling and sales
    management in marketing.

    2. Identify the different types of


    personal selling.

    3. Explain the stages in the personal


    selling process.

    Slide 20-3
    SCOPE AND SIGNIFICANCE OF
    PERSONAL SELLING AND
    SALES MANAGEMENT

    • Nature of Personal Selling and Sales


    Management
    – Personal Selling – two-way flow of
    communication between buyer and seller, often in
    a face-to-face encounter, designed to influence a
    person’s of group’s purchase decision
    • Also occurs by telephone , through video
    teleconferencing, and the internet between
    buyers and sellers

    Slide 20-6
    SCOPE AND SIGNIFICANCE OF
    PERSONAL SELLING AND
    SALES MANAGEMENT

    • Nature of Personal Selling and Sales


    Management
    – Sales Management – planning the selling
    program and implementing and controlling the
    personal selling effort of the firm
    • Tasks involved include: setting objectives;
    organizing the sales force; recruiting, selecting,
    training, and compensating salespeople; and
    evaluating performance of individual
    salespeople

    Slide 20-6
    SCOPE AND SIGNIFICANCE OF
    PERSONAL SELLING AND
    SALES MANAGEMENT

    • Selling Happens Almost


    Everywhere
    –“Everyone lives by selling
    something”

    Slide 20-6
    SCOPE AND SIGNIFICANCE OF
    PERSONAL SELLING AND
    SALES MANAGEMENT

    • Personal Selling in Marketing


    • Creating Customer Value Through
    Salespeople: Relationship and
    Partnership Selling
     Relationship Selling – long-term
     Partnership Selling (or Enterprise Selling)

    Slide 20-8
    FIGURE 20-A How salespeople create value
    for customers

    Slide 20-9
    Concept Check

    1. What is personal selling?

    A: Personal selling involves the two-


    way flow of communication between
    a buyer and seller, often in a face-to-
    face encounter, designed to influence
    a person’s or group’s purchase
    decision.

    Slide 20-11
    Concept Check

    2. What is involved in sales


    management?
    A: Sales management involves planning
    the selling program and
    implementing and controlling the
    personal selling effort of the firm.

    Slide 20-12
    THE MANY FORMS OF
    PERSONAL SELLING

    • Order Taking
     Outside Order Takers
     Inside Order Takers, Order Clerks,
    or Salesclerks
     Inbound Telemarketing
    • Order Getting
     Outbound Telemarketing
    Slide 20-13
    FIGURE 20-B Comparing order takers with
    order getters

    Slide 20-14
    FIGURE 20-2 How outside order-getting
    salespeople spend their time each week

    Slide 20-16
    THE MANY FORMS OF
    PERSONAL SELLING

    • Customer Sales Support Personnel


     Missionary Salespeople – promotion and introduction
     Sales Engineer – identifying, analyzing & solving
     Team Selling – team of professionals (cross-functional)
     Conference Selling – discuss problems and opportunities
     Seminar Selling – conducts educational program for
    technical staff

    Slide 20-17
    THANK YOU!

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