BUS222day26

January 6, 2018 | Author: Anonymous | Category: Arts & Humanities, Communications, Marketing
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CHAPTER

Day 26

BUS 222

Agenda • Questions? • Assignment 7 Posted (Last one  ) – Due May 3 – Marketing Assignment 7.pdf

• Marketing plans Due May 10 – 5 min presentation on May 8 – Marketing plan guidelines and example.pdf – BUS 222 Marketing Plan Guidlines.pdf

• Discussion on Personal Selling and Sales Management, Last lecture 

15-2

Remaining Schedule • Today – Chap 19 Personal Selling and sales management

• May 3 – Quiz 7 – Assignment 7 due

• May 8 @ 10 AM – Marketing plan presentations

• May 10 – Completed marketing plans due @ 3 PM

15-3

CHAPTER

PERSONAL SELLING AND SALES MANAGEMENT

McGraw-Hill/Irwin

19

Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.

Personal Selling and Sales Management LEARNING OBJECTIVES

LO1 Describe the value added of personal selling. LO2 Define the steps in the personal selling process. LO3 Describe the key functions involved in managing a sales force. LO4 Describe the ethical and legal issues in personal selling.

19-5

Personal Selling

19-6

The Scope and Nature of Personal Selling

Internet

Telephone

Face-to-face

Teleconference

19-7

Professional Selling as a Career • People love the lifestyle • There is a lot of flexibility • There is a lot of variety in the job • Can be very lucrative • Very visible to management and good for promotions

©Royalty-Free/Corbis

Sales Jobs Website

19-8

Not Just Tupperware

19-9

The Value Added by Personal Selling • Salespeople Provide Information and Advice • Salespeople Save Time and Simplify Buying • Salespeople Build Relationships

©Royalty-Free/Corbis

19-10

The Personal Selling Process

19-11

Step 1: Generate and Qualify Leads Current Customers

Trade Shows

Sources of Leads

Networking Events

The Internet

19-12

Generate Leads

Cold calls Telemarketing ©Royalty-Free/Corbis

19-13

Step 2: Preapproach

Extends the qualification procedure

©Royalty-Free/Corbis

Set goals for what is to be accomplished 19-14

Step 3: Sales Presentation and Overcoming Reservations

The Presentation Handling Reservations

Klaus Tiedge/Blend Images/Getty Images

19-15

Aligning the Personal Selling Process with the B2B Buying Process

19-16

Digital Vision/Getty Images

Step 4: Closing the Sale • Getting the order • Often most stressful part of sales process • A “no” one day may be the foundation for a “yes” another

19-17

Step 5: Follow-Up Five Service Quality Dimensions Reliability Responsiveness Assurance

Empathy Tangibles

19-18

Check Yourself

1.

Why is personal selling important to an IMC strategy?

2.

What are the steps in the personal selling process?

19-19

Managing the Sales Force

Sales training

Motivating and compensating salespeople

Recruiting and selecting salespeople

Sales force structure

Managing the Sales Force

Evaluating salespeople

19-20

Sales Force Structure Company sales force

Manufacturers representatives (independent agents)

Employees

Not employees

Established product lines

Smaller firms

New markets 19-21

Salesperson Duties

Order getter

Order taker

Sales support personnel

19-22

Recruiting and Selecting Salespeople Personality

Empathy

Selfmotivation

Optimism

Resilience

19-23

Recruiting for Success

How does a firm that focuses on a fun product recruit salespeople who exhibit fun? ©Stockbyte/PunchStock

19-24

Sales Training Selling and negotiation techniques Products and service knowledge Technologies used in the selling process Time and territory management Company policies and procedures 19-25

Motivating and Compensating Salespeople

GRANTLAND® Copyright Grantland Enterprises; wwwgrantlandnet

Financial rewards

Nonfinancial rewards

19-26

A Motivational Convention

19-27

Evaluating Salespeople • Tied to the reward structure • Evaluation measures can be either objective or subjective

BananaStock/PictureQuest

19-28

Check Yourself

1.

What do sales managers need to do to successfully manage their sales force?

2.

What is the difference between monetary and nonmonetary incentives?

19-29

Ethical and Legal Issues in Personal Selling The Sales Manager and the Sales Force

The Sales Force and Corporate Policy

The Salesperson and the Customer

19-30

AP Photo/Charlie Riedel

Issues for the Sales Force and Corporate Policy

The firm may have a policy to sell goods or services to people who cannot afford them or to people who should not have them. 19-31

Have you ever felt that you were treated unethically by a salesperson? What happened?

Royalty-Free/CORBIS

Issues for the Sales Person and the Customer

19-32

Check Yourself

1.

What are three areas of personal selling in which ethical and legal issues are more likely to arise?

19-33

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