Personal Sell Pt1 3dec03

Personal Selling & Sales Management Part 1 of 3

Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Examples of Personal Selling ,[object Object],[object Object],Telemarketing Inside selling Retail selling Field selling

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Relative Importance of Advertising and Personal Selling Advertising Personal selling Advertising Personal selling Advertising Personal selling

Characteristics of Personal Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Con Pro

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Types of Salespersons ,[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]

Personal Selling Tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Personal Selling Tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

You are part of the total product

The Personal Selling Process PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS Pre approach: QUALIFYING PROSPECTS APPROACHING THE PROSPECT FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION

[object Object],[object Object],[object Object],Pre-approach (Qualifying) ,[object Object],[object Object],Creative Selling Process

Approaching The Prospect HOW DO WE MAKE THE INITIAL CONTACT & BUILD RAPPORT There is only one time to make a first impression

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Creative Selling Process

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Creative Selling Process

Iceberg Effect Simple (S – R) Complex Interactions 10% is visible 90% is invisible Competition/deals Technology Consumer Preferences Personal emotions

Overcoming Objections IF HE HADN’T TOLD ME WHAT HIS OBJECTION WAS, I NEVER WOULD HAVE BEEN ABLE TO HELP!

[object Object],[object Object],[object Object],[object Object],Creative Selling Process

After-sales Service Ratings ,[object Object],[object Object],0 1 2 3 4 5 6 7 8 Speed .37 Reputation 3.38 Cost 4.39 Service Quality 7.87 10 (SCALE: Degree of Importance) (JMR/Vol. 78) Low High Service Award

A Key to Success ,[object Object],[object Object],[object Object]

Personal Sell Pt1 3dec03

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Personal Sell Pt1 3dec03