Personal selling & sales management - Unitedworld School of Business

2. Learning Objectives: Chapter 17
Personal Selling and Sales Management
1. Define personal selling.
2. Explain the roles of personal selling.
3. List the three categories of personal
selling.
4. Describe five major personal selling
strategies.
5. Explain the steps in the sales process.
6. Describe the seven possible
strategies for closing sales.

3. Learning Objectives: Chapter 17
Personal Selling and Sales Management
7. Define sales management and
explain its functions.
8. Describe the characteristics of the
successful salesperson.
9. Describe the contents and role of the
sales plan.
10.Explain the four characteristics of
personal selling in the hospitality and
travel industry.

4. Definition of Personal Selling
Personal selling involves oral
conversations, either by telephone or
face-to-face, between salespersons and
prospective customers.

5. Roles of Personal Selling
a. Identifying decision makers, decision
processes, and qualified buyers
b. Promoting to corporate, travel trade,
and other groups
c. Generating increased sales at the point
of purchase
d. Providing detailed and up-to-date
information to the travel trade
e. Maintaining a personal relationship with
key clients
f. Gathering information on competitors’
promotions

6. Three Categories of Personal Selling
a. Field sales
b. Telephone sales
c. Inside sales

7. Five Major Personal Selling Strategies
1. Stimulus response
2. Mental states
3. Formula
4. Need satisfaction
5. Problem solving

8. Steps in the Sales Process
1. Prospecting and qualifying prospective
customers:
 Blind prospecting
 Cold calling or canvassing
 Sales blitz
 Lead prospecting
2. Preplanning prior to sales calls:
 Pre-approach
 The approach

9. Steps in the Sales Process
3. Presenting and demonstrating
services:
 Sales presentation
 Demonstration
4. Handling objections and questions:
 Restate the objection
 “Agree and neutralize” tactic

10. Steps in the Sales Process
5. Closing the sale.
 Verbal closing clues
 Non-verbal closing clues
6. Following up after closing the sale.

11. Seven Possible Strategies for
Closing Sales
1. Trial closes
2. Assumptive close
3. Summary or summary-of-the-benefits
close
4. Special concession close
5. Eliminating-the-single-objection or
final-concern close
6. Limited-choice close
7. Direct-appeal close

12. Definition of Sales Management
Sales management is the management of
the sales force and personal selling
efforts to achieve desired sales
objectives.

13. Functions of Sales Management
a. Sales-force staffing and operations
b. Sales planning
c. Sales performance evaluation

14. Characteristics of the Successful
Salesperson
a. Sales aptitude: The extent of an
individual’s ability to perform a given
sales job, consisting of mental
abilities and personality traits.
b. Skill levels: Skills obtained in personal
communication and knowledge of
services, obtained through sales
training and previous sales and
operational experience.

15. Characteristics of the
Successful Salesperson
c. Personal characteristics:
Demographic profile, psychographic
and lifestyle characteristics, physical
appearance and traits.

16. Contents of the Sales Plan
a. Sales objectives
b. Sales activities
c. Sales budget

17. Roles of the Sales Plan
a. Preparing sales forecasts
b. Developing sales department
budgets
c. Assigning sales territories and
quotas

18. Four Characteristics of Personal
Selling in Hospitality and Travel
a. Importance of personal selling varies
b. Inside selling closely related to
service levels
c. No generally accepted qualifications
for industry sales positions
d. Importance of missionary sales work

19. Campus Overview
907/A Uvarshad,
Gandhinagar
Highway,
Ahmedabad –
382422.
Ahmedabad Kolkata
Infinity
Benchmark, 10th
Floor, Plot G1,
Block EP & GP,
Sector V, Salt-
Lake,
Kolkata – 700091.
Mumbai
Goldline Business
Centre Linkway
Estate,
Next to Chincholi
Fire Brigade, Malad
(West), Mumbai –
400 064.

20. Thank You