PERSONAL SELLING

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PERSONAL SELLING

• Marketing Management
• Session 11
• November 21, 1997

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SESSION OUTLINE

• Promotional mix Video
• Strategic aspects of personal selling
• the sales managers job
• The selling process
• Typology of salespeople
• Current trends in personal selling
• Final exam

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SALES MANAGEMENT

• Determine the optimal number of salespeople
• Hiring and training
• Determine the sales territories
• Set sales quota and individual objectives
• On-going motivation
• Develop appropriate sales tools

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Steps in the Personal Selling Process
Prospect
Follow-up Call
Set Effort Priorities
Select Targets
Plan
Present
Close
Follow-up Sale
Evaluate
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Semaine HEC

• November 24-27
• Student trade missions - lunch time
• Sydney Levy Thursday 7 p.m.

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Types of Presentation Approaches
Prepared Approach
Three Presentation Approaches
Consultative Approach
Selling Formula Approach
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TYPES OF SALESPEOPLE

• Order getting find leads
• Order taking close the deal
• Support salespeople
• missionary salespeople
• technical salespeople
• One person can perform three tasks

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CURRENT TRENDS

• Relationship marketing
• focus on relationship not transaction
• long-term profit
• build trust
• Telemarketing
• inbound
• outbound

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NEXT SESSION

• Advertising management, chapter 16
• Planning the advertising campaign
• Role of the advertising agency
• Intel inside presentations
• Guest speaker Caroline Starecky, GAM