Evolution of personal selling

Negotiation Persuasion

Consultative Selling

Business Management

Partnership Strategies

Marketing concepts

1) 2) 3) 4) 5)

Production concept Product concept Selling concept Marketing concept Societal concept

Personal selling strategies

1. 2. 3. 4. 5. 6. 7.

8.
9. 10.

Willingness to go to bat for the buyer within the supplier firm Thoroughness and follow through Knowledge of the sales persons product line Market knowledge and keeping the buyer posted Applying his product and services to buyers needs Knowledge of the buyers product line Preparation for sales calls Regularity of Sales calls Diplomacy in dealing with operating departments Technical education

Nature and role of sales management

The determination of sales force objective and goals Sales force organization, size, territory, and quota finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship strategies with key customers

Types of personal selling

Industrial selling Retail selling Services selling

Formulation of a strategic sales programme Implementation of the sales programme

Evaluation and control of sales force performance

Difference between sales and marketing

Starting point
Factory

Focus
Factory

Means
Selling and promoting

Ends
Profits though sales volume

Selling concept
Market Customer needs Coordinated marketing Profits through customer satisfaction

Market concept

Recruitment and selection of the sales force

The sales manager

performs sales management +HR management ! recruits, selects, trains, motivates, leads, controls, and compensates sales teams selection and recruitment of efficient sales people is always a process of building competitive advantage for an organization

Turnover Establish hiring objectives

Strategic position analysis

Decide on the number of people to hire

Job qualification
Job description

Planning

Identify best sources of recruitment: internal and external sources

Generate database of candidates Evaluate candidates

Recruitment

Selection Socialization

Select and induce candidates to accept positions Socialize

Organizational characteristics, company image and climate, styles of supervision, compensation, and motivation of the company

The hiring process

The success of the training programme depends on the ability, skill, and motivation of the sales trainer

The training process

Training need assessment

Design and conduct of a training programme

Evaluation of a training programme

Organizational level analysis

Task level analysis

Individual level analysis

Identification of specific problems Anticipating impending and future problems Management requests Interviewing and observing the personnel on the job Performance appraisal Questionnaire survey Checklist Attitude survey Interpersonal skill test

Cross-functional training Team training Creativity training

Didactic method - structure the lecture - reinforce the Message - aid concentration - material used for the lecture - make it memorable for the participants - deliver with dynamism - use questions Visual support Participative Conferences

Seminars Discussions Role play Case study Workshops Sensitivity training

Aim Content Contents Knowledge Proficiencies Location Evaluation

Anticipatory socialization

Accommodation stage
Outcome stage