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Explain the roles of personal selling. 3. List the three categories of personal selling. 4. Describe five major personal selling strategies. 5. Explain the steps in the sales process. 6. Describe the seven possible strategies for closing sales.
Learning Objectives: Chapter 17 Personal Selling and Sales Management 7. Define sales management and explain its functions. 8. Describe the characteristics of the successful salesperson. 9. Describe the contents and role of the sales plan. 10.Explain the four characteristics of personal selling in the hospitality and travel industry.
Personal selling involves oral conversations, either by telephone or face-to-face, between salespersons and prospective customers.
Roles of Personal Selling a. Identifying decision makers, decision processes, and qualified buyers b. Promoting to corporate, travel trade, and other groups c. Generating increased sales at the point of purchase d. Providing detailed and up-to-date information to the travel trade e. Maintaining a personal relationship with key clients f. Gathering information on competitors promotions
1. 2. 3. 4. 5.
5. Closing the sale. Verbal closing clues Non-verbal closing clues 6. Following up after closing the sale.
Sales management is the management of the sales force and personal selling efforts to achieve desired sales objectives.