Professional Documents
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Sales & Distribution MGMT 1
Sales & Distribution MGMT 1
Advertising Sales
Sales Management – Cont’d..
What is Personal Selling?
Involves – oral conversations, either by telephone or face to
face, between sales persons and customers.
Contribution to Personal Selling:-
• Sales generate revenue
• Sales people provide market research and customer feedback
• Sales people provide solutions to problems
• Sales people provide expertise and serve as information resources
• Sales people serve as advocates for the customer when dealing with the
selling organization.
The four sales channels:-
• Field selling
• Tele marketing
• Inside selling – relying on phone, mail, e-commerce.
Sales & Distribution Management
Theories of Personal Selling:-
A) Is selling an `Art’ or a `Science’.
B) AIDAS Theory of Selling:-
where,
A = Attention Satisfaction
I = Interest
Actions
D = Desire
A = Action Desire
& S = Satisfaction
Interest
Attention
Sales & Distribution Management –Cont’d..
C) “Right set of circumstances” Theory of selling.
“Situation – response, theory.”
D) “Buying Formula” Theory of selling.
need (or problem) Solution Purchase
need product end/or trade purchase satisfaction/dissatisfaction
or service
problem Adequacy Adequacy