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PROFESSIONAL SELLING

PROFESSIONAL SELLING. MAR 4400 FRED PRAGASAM. COURSE DESCRIPTION AND EXPECTATIONS. ROLE OF SELLING IN MARKETING. ITS IMPACT ON CORPORATE STRATEGIC DECISIONS CORPORATE PROFITS NEW PRODUCT SUCCESS IMPACT ON LOGISTICS COMPLIMENTS OTHER MARKETING EFFORTS(4 Ps). TYPES OF SELLING.

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PROFESSIONAL SELLING

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  1. PROFESSIONAL SELLING MAR 4400 FRED PRAGASAM

  2. COURSE DESCRIPTION AND EXPECTATIONS

  3. ROLE OF SELLING IN MARKETING • ITS IMPACT ON CORPORATE STRATEGIC DECISIONS • CORPORATE PROFITS • NEW PRODUCT SUCCESS • IMPACT ON LOGISTICS • COMPLIMENTS OTHER MARKETING EFFORTS(4 Ps)

  4. TYPES OF SELLING • TRANSACTION-FOCUSSES SELLING • TRUST –BASED RELATIONSHIP SELLING • TO SECURE,BUILD AND MAINTAIN LONG TERM RELATIONSHIP WITH PROFITABLE CUSTOMERS • CONSULTATIVE SELLING

  5. SALES PROCESS • SELLING FOUNDATIONS(UNDERSTANDING BUYER,TRUST AND ETHICS,COMMUNICATION SKILLS) • SELLING STRATEGY(SALES TERRITORY,PLANNING,SALES CALL) • INITIATE CUSTOMER RELATIONSHIPS • DEVELOPING CUSTOMER RELATIONSHIP • ENHANCING CUSTOMER RELATIONSHIP

  6. SALES ENVIRONMENT • SELLING IN RETAILS • DIRECT SALES • SELL FOR A WHOLESALER • SELLING FOR A MANUFACTURER • ORDER TAKERS VS ORDER GETTERS

  7. CHARACTERISTICS OF SALES PERSON • EXIBIT 1-12 PAGE 21 • SERVICE MOTIVATION • USE OF GOLDEN RULE OF SELLING • COMMUNICATION ABLILITY • PERSONAL CHARACTERISTICS(EXIBIT 1-15 P 25) • EXCELS IN STRATEGIC THINKING • SUPERIOR SALES KNOWLEDGE • STAMINA FOR THE CHALLENGE

  8. TYPICAL FUNCTIONS OF A SALES PERSON • PAGE 28-29 • CONCEPTUAL SKILLS • HUMAN SKILLS • TECHNICAL SKILLS • PAGE 41-SALESPERSON VIEW OF GOLDEN RULE OF PERSONAL SELLING

  9. SELLING ENVIRONMENT • INTERNAL ENVIRONMENT • THE FIRM • GOALS,OBJECTIVES AND CULTURE • PRODUCTS,PERSONNEL,SERVICE SUPPORT,R&D • EXTERNAL ENVIRONMENT • ECONIMICAL,SOCIO-CULTURAL,LEGAL AND POLITICAL,AND NATURAL

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