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SCOPE AND SIGNIFICANCE OF

PERSONAL SELLING AND


SALES MANAGEMENT

Nature of Personal Selling and

Sales Management
Pervasiveness of Selling
Personal Selling in Marketing
Creating Customer Value through
Salespeople: Relationship and
Partnership Selling
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE MANY FORMS


OF PERSONAL SELLING

Order Taking
Order Getting

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

How outside order-getting salespeople spend


their time each week

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE MANY FORMS


OF PERSONAL SELLING

Customer Sales Support Personnel


Missionary salespeople
Sales engineer
Team selling

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE
PERSONAL SELLING PROCESS
: BUILDING RELATIONSHIPS

Prospecting
Preapproach
Approach

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Stages
and
objectives
of the
personal
selling
process

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE PERSONAL SELLING


PROCESS: BUILDING
RELATIONSHIPS

Presentation

Stimulus-Response Format
Formula Selling Format

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE PERSONAL SELLING


PROCESS: BUILDING
RELATIONSHIPS

Presentation

Need-Satisfaction Presentation
Adaptive selling
Consultative selling

Handling Objections
Close
Follow-Up
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE SALES
MANAGEMENT PROCESS

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE SALES
MANAGEMENT PROCESS

Sales Plan Formulation

Setting Objectives
Organizing the Salesforce

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Organizing
the
Sales
Force by
customer,
product,
and
geography

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Organizing the sales force by customer

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Organizing the sales force by product

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Organizing the sales force by geography

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE SALES
MANAGEMENT PROCESS

Organizing the Salesforce (cont)


Major account management
Workload method

Developing Account Management


Policies

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Account management policy grid

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THE SALES
MANAGEMENT PROCESS

Sales Plan Implementation

Salesforce Recruitment and Selection


Emotional intelligence

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

U.S. salesforce composition and change

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE SALES
MANAGEMENT PROCESS

Sales Plan Implementation

Salesforce Training
Salesforce Motivation and Compensation

2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

THE SALES
MANAGEMENT PROCESS

Salesforce Evaluation and Control


Quantitative Assessments
Behavioral Evaluation

Salesforce Automation and Customer


Relationship Management

Salesforce Computerization
Salesforce Communication
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin