UNIT 1

Percentage of Companies Using the Internet for Sales Activities

The Nature of Personal Selling
Selected Activities of Salespeople
Sales jobs differ from other jobs because
salespeople…
Sales Management Responsibilities
Role and Skills Of a Sales Manager
Continued…
Executive Ladder in Personal Selling
Executive Ladder in Team Selling
Sales Force Management Challenges in the
21st Century
Figure 2-1: A company’s
complete marketing system
The Marketing Concept
 Evolution of
Marketing Management
How do these selling styles depicted in this 1927 cartoon relate to
the four stages in the evolution
of marketing management?
Relationship Marketing:
Four key issues
Teaching Teamwork
Integrating…
Strategic Planning
Strategic Trends
Customer Relationship
Management
1) Prospecting: The method or system by which sales-
people learn the names of people who need the product and can afford it.
Qualifying Leads
2) Preapproach: Planning the Sale
3) The Approach: The first minute or so of the call.
4) Need Assessment
5) The Presentation
6) Meeting Objections
7) Gaining Commitment
8) Follow-Up
Principles of Organization Design
Organization Type
Line-and-Staff Sales Organization
Functional Sales Organization
Functional and Horizontal
The Horizontal Corporation
Geographical Sales Organization
Sales Organization with Product-
Specialized Sales Force
Sales Organization with Product-
Managers as Staff Specialists
Sales Organization Specialized by
Type of Customer
Organizational Options for the 2000s
 The Relationship Between A
Sales Team and a Buying Center
Uses of Telemarketing
Recruiting and Selection Problems
Key Laws and Regulations Affecting a Sales
Force
Workload Analysis
Fig 5-3 Determining the Number
of Salespeople Needed
Content of Job Description
Recruiting for the Team
Recruiting Sources of Sales Reps
Salesperson Selection Tools
Application Blank Information
 An Excerpt from
Fig. 6-2 Xerox Campus Interview-Evaluation Report
Suggestions for Improving Interviewing
Effectiveness
Does Image Matter?
Selection and Hiring Are Not Synonymous