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

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

 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