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Personal Selling and Direct Marketing. Chapter 16. Learning Goals. Understand the role of a company’s salespeople in creating value. Know the six major sales force management steps.

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Presentation Transcript
learning goals
Learning Goals
  • Understand the role of a company’s salespeople in creating value.
  • Know the six major sales force management steps.
  • Understand the personal selling process, and how to distinguish between transaction-oriented marketing and relationship marketing.
  • Learn about direct marketing and its benefits to customers and companies.
  • Know the major forms of direct marketing.
case study cdw corporation
Nation’s largest reseller of technology products and services to small and mid-size businesses

Sales up 21% and profits up 17% annually

Highly devoted to customer with “Circle of Service” philosophy

Case StudyCDW Corporation
  • Clicks and people direct marketing strategy combines personal selling with strong Web presence
  • Salespeople are highly knowledgeable
  • Training is extensive
personal selling
Personal Selling
  • The Nature of Personal Selling
    • Salesperson covers a wide range of positions from order taker to order getter responsible for relationship building

Goal 1: Understand the role of the salespeople in creating value

personal selling5
Agents

Sales Consultants

Sales Representatives

Account Executives

Sales Engineers

District Managers

Marketing Representatives

Account Development Representatives

Personal Selling

Salespeople Have Many Names

Goal 1: Understand the role of the salespeople in creating value

personal selling6
Personal Selling
  • The Role of the Sales Force
    • Two-way personal communication
    • More effective than advertising in complex selling situations
    • The sales force plays a major role in most companies
    • The sales force represents the company to customers
    • They also represent the customers to the company

Goal 1: Understand the role of the salespeople in creating value

the personal selling process
The Personal Selling Process
  • Prospecting and Qualifying
    • Prospecting: identifying potential customers
    • Qualifying: Screening leads
  • Preapproach
    • Learning as much as possible about a prospective customer prior to making a sales call
  • Approach
    • Stage where the salesperson meets the customer for the first time

Goal 3: Understand the personal selling process

the personal selling process8
The Personal Selling Process
  • Presentation and Demonstration
    • Benefits of the product are presented/demonstrated
    • Understanding prospect needs is key
  • Handling Objections and Closing
    • Asking for the order
  • Follow-up
    • Helps ensure customer satisfaction

Goal 3: Understand the personal selling process

definition
Definition
  • Direct Marketing
    • Consists of direct one-to-one connections with carefully targeted individual consumers to both obtain an immediate response and cultivate lasting customer relationships.

Goal 4: Learn about direct marketing and its benefits

benefits of direct marketing
Benefits of Direct Marketing
  • For Buyers:
    • Convenient
    • Easy to use
    • Private
    • Access to a wealth of information
    • Immediate
    • Interactive

Goal 4: Learn about direct marketing and its benefits

benefits of direct marketing11
Benefits of Direct Marketing
  • For Sellers
    • Powerful tool for building relationships
    • Allows for targeting of small groups or individuals with customized offers in a personalized fashion
    • Can be timed to reach prospects at the right time
    • Offers access to buyers that couldn’t be reached via other channels
    • Low-cost, effective alternative for reaching specific markets

Goal 4: Learn about direct marketing and its benefits

direct marketing
Direct Marketing
  • Customer Databases & Direct Marketing
    • Databases include comprehensive data including geographic, demographic, psychographic and behavioral
    • Databases can be used to identify prospects, tailor products, and maintain customer relationships
    • Database marketing requires substantial investment in hardware, software, personnel

Goal 5: Know the major forms of direct marketing

direct marketing13
Direct Marketing
  • Integrated Direct Marketing
  • Public Policy and Ethical Issues
    • Irritation, Unfairness, Deception, and Fraud
    • Invasion of Privacy

Goal 5: Know the major forms of direct marketing

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