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MARAIM NADIR ZAIN IQBAL RUMAISA KANWAL MUHAMMAD RASHID HINA KHAN
Personal presentation by the firm’s sales force for the purpose of making sales and building customer relations
An individual representing a company to customers by prospecting, communicating, selling, servicing, information gathering and relationship building
THE ROLE OF SALES FORCE It can highlight customers needs and then fit offer to their needs It works with wholesaler and retailers to help them be more effective in selling They are the champions of the customers managing the buyer seller relation ship More customer values. .
Supervising and motivating sales people 6. Designing sales force strategy and structure Territorial sales force structure Product sales force structure Customer sales force structure Complex sales force structure Outside and inside sales force structure Team selling 2.MANAGING THE SALES FORCE 1. Recruiting and selecting salespeople 3. Evaluating sales people and sales force performance . Training sales people 4. Compensating sales people 5.
TERRITORIAL SALE FORCE STRUCTURE A sales force organization that assigns each salesperson to an exclusive geographic territory in which that sales the company’s full line .
PRODUCT SALES FORCE STRUCTURE A sales force organization under which sales people specialize in selling only a portion of the company’s products or lines .
CUSTOMER SALES FORCE STRUCTURE A sales force organization under which sales people specialize in selling only a certain customers of industries .
COMPLEX SALES FORCE STRUCTURES A combination of several types of sales force structures. .
the internet or visit perspective buyers. OUTSIDE SALES FORCE STRUCTURE INSIDE SALES FORCE STRUCTURE Inside sales people conduct business from their offices via telephone.Outside sales people travel to call on customers in the field. .
technical support and even upper management to service large complex accounts. finance. engineering.TEAM SELLING Using teams of people from sales. marketing. .
Steps that the person follows when selling. 3. 2.PERSONAL SELLING PROCESS Personal selling is the type of selling which involve face to face interaction with the buyer. 6. . 7. Prospecting Preapproach Approach Presentation Handling objections Closing Follow up 1. 5. It includes. 4.
PROSPECTING The steps in the selling process in which the sales person identifies qualified potential customers. .
.PREAPPROACH The steps in the selling process in which the sales person learns as much as possible about a perspective customer before making a sales call.
APPROACH The steps in the selling process in which the sales person meets the customer for the first time. .
PRESENTATION The steps in the selling process in which the sales person tells the “product story” to the buyer .highlighting customer benefits .
HANDLING OBJECTIONS The steps in which the sales person seeks out. clarifies and overcomes customer objections to buying. .
CLOSING The steps in selling process in which sales person ask the customer for an order. .
.FOLLOWUP The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business.
.PERSONAL SELLING AND CUSTOMER REALTIONSHIP MANAGEMENT Personal selling is transaction oriented approach to close a specific sale with a specific customers with the long term goal to develop a mutually profitable relationship.
BY MUHAMMAD RASHID .
.DIRECT MARKETING Direct connections with the carefully targeted individual consumers to both obtain an immediate response and cultivate lasting customer relationship.
Ready access to wealth of products. Buyers can interact sellers by phone or on the seller’s website for information. Without tying up time with salespeople buyer can learn about the product. .GROWTH AND BENEFITS OF DIRECT MARKETING BENEFITS TO BUYERS • • • • Convenient easy and private.
► ► ► ► . efficient. Companies can interact to customers by phone or online. speedy alternative for reaching their market. BENEFITS TO SELLERS It is powerful tool for building customer relation ship. It Offers sellers low cost . It allows immediate and timely announcements of offers.
CUSTOMER DATBASE AND DIRECT MARKETING Customer database is an organized collection of comprehensive data about individual customers or prospects. including geographic psychographic and behavioral data. .
FORMS OF DIRECT MARKETING New Digital technologies Face to face selling Direct Mail marketing KIOSK marketing Customers And prospects Catalog marketing Direct Response television marketing Tele marketing .
FACE TO FACE SELLING Today most marketer rely on face to face marketing which develop lasting relationships with customers. . Most of the companies hire manufacturer representative and agents to carry out direct selling task.
. announcement.DIRECT MAIL MARKETING Direct marketing by sending an offer . reminder or other item to a person at a particular physical or virtual address.
. or digital catalogs that are mailed to selected list of customers .CATALOG MARKETING Direct marketing through print video. made available in stores or presented stores.
.TELE MARKETING It involves using the telephone to sell directly to customers.
including direct response television advertising .infomercials and home shopping channels. .DIRECT RESPONSE TELEVISION MARKETING Direct marketing via television.
so many companies are placing information and ordering machine.KIOSK MARKETING A customer become more and more comfortable with digital and touch screen technologies. .
NEW DIGITAL DIRECT MARKETING New digital direct marketing Mobile phone marketing Podcast and vodcast Interactive TV (ITV) .
MOBILE PHONE MARKETING .
PODCAST AND VODCAST .
INTERACTIVE TV (ITV) .