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UNIT F MANAGEMENT OF DISTRIBUTION, PROMOTION, AND SELLING

UNIT F MANAGEMENT OF DISTRIBUTION, PROMOTION, AND SELLING. 10.04 Summarize sales management. Types of selling. Retail Business-to-business Telemarketing Internet. Steps in the selling process.

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UNIT F MANAGEMENT OF DISTRIBUTION, PROMOTION, AND SELLING

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  1. UNIT FMANAGEMENT OF DISTRIBUTION, PROMOTION, AND SELLING 10.04 Summarize sales management.

  2. Types of selling • Retail • Business-to-business • Telemarketing • Internet

  3. Steps in the selling process • Preapproach: The step in the selling process in which the salesperson learns as much as possible about the product and prospective customers before making a sales call. • Prospecting: The step in the selling process in which the salesperson identifies potential customers. • Qualifying the leads – identifying potential customers and screening out poor prospects

  4. Steps in the selling process (cont.) • Approach: The step in the selling process in which the salesperson meets the customer for the first time. • Determining needs: The step in the selling process during which the salesperson observes, asks questions, and listens to uncover the customer’s needs and/or buying motives.

  5. Steps in the selling process (cont.) • Presentation: The step in the selling process in which the salesperson tells the “product story” to the buyer, highlighting customer benefits. • Handling objections: The step in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying.

  6. Steps in the selling process (cont.) • Closing: The step in the selling process in which the salesperson asks the customer for an order or purchase. • Follow-up and relationship building: The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business.

  7. Personal selling • Salesperson: An individual acting for a company by performing one or more prospecting, communicating, servicing, and/or information gathering activities. • Sales representatives • Account executives • Sales consultants • Sales associates • Sales engineers • Agents • District managers • Marketing representatives • Account development representatives

  8. The role of the sales force • Serves as a critical link between a company and its customers • Produce customer satisfaction and company profit. • Represent the company to customers. • Represent customers to the company. • Build long-term relationships with key client decision makers

  9. The role of the sales force • Varies from company to company • Major role in most companies • May have a lesser role if a company does business only through catalogs or on the Internet

  10. Sales force management The analysis, planning, implementation, and control of sales force activities.

  11. Responsibilities of a sales force manager • Design the sales force structure. • Recruit, select, and train salespeople. • Make decisions about and oversee sales staff compensation. • Supervise, direct, and motivate salespeople. • Conduct staff meetings. • Evaluate the sales staff.

  12. Responsibilities of a sales force manager (cont.) • Make decisions about and oversee sales staff compensation. (cont.) • Sales quota: A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products. • Base salary and incentive pay

  13. Responsibilities of a sales force manager (cont.) • Supervise, direct, and motivate salespeople. (cont.) • Conduct sales meetings • Develop and administer positive incentives • Organizational climate: The feeling that salespeople have about their opportunities, value, and rewards for good performance. • Sales contests • Honors and recognition • Rewards, trips, and/or merchandise

  14. Responsibilities of a sales force manager (cont.) Key decisions to manager must make • Structure of the sales force (Slide 15) • Size of the sales force • Specific tasks of the salespeople • Whether to use the individual or team selling approach (Slide 16) • Whether to utilize an inside sales force, an outside sales force, or both (Slide 16)

  15. Sales force management • Sales force structures • Territorial sales force structure – Each salesperson is assigned to an exclusive geographic territory to sell the company’s full line. • Product sales force structure – Salespeople specialize in selling only a portion of the company’s products or lines. • Customer sales force structure –Salespeople specialize in selling to only certain customers or industries. • Complex sales force structure – A combination of structures is used as needed to meet the objectives of the company.

  16. Sales force management (cont.) • Team selling: Use of teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. • Outside sales force (field sales force): Salespeople who travel to call on customers at locations away from the business. • Inside sales force: Salespeople who conduct business from their offices via telephone or visits from prospective buyers.

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