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Personal Selling Management

Job of Sales Management

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Group # 3

Marriam Irfan

M. Mehran khan Shehriyar paracha

Shehriyar

Ammar khalid

Arif ullah afridi Asher ali khan

M. Nayab Gul

M.Tariq khan

Noman ishaq

Syed naveed shah Samir mirza

M. Faheem asghar

Arsalan Butt

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Table of Contents

Nature of Personal sellingChanges in Selling

Personal Selling in the MM

Dimensions of sales MgmtThe field Sales manager

Sales Mgmt Training & development

Global perspective

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What is personal selling?Aspect of promotion that brings human

element into marketing transaction.

If done well and correctly used increasessales.

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US Department of Labor estimates that over 14 million

(11% of the overall labor force)are directly involved in

selling and sales-related positions.

Everyone who gets involved in direct selling wants an

easy way to make money.89% of direct sellers rate their personal experience in

direct selling as excellent.

91% of direct sellers say that direct selling meets or

exceeds their expectations as a business where the

harder they work the more money they can make.Source : http://www.directselling411.com/for-sellers/myths-facts/

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It is ever changing, non-routine and repetitive

Source of recognition and self satisfaction

Financially rewarded

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Sales Trainee

Salesperson

Key Account Salesperson

District Sales Manager

Regional Sales Manager

Zone Sales Manager

National Sales Mgr.

Vice President of Marketing

President

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1. Human element is critical2. Customer confidence is enhanced

3. Customer can act immediately.

4. Customers are treated as individual

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Human element is critical Face to face interaction among customer

and salesperson

Salesperson becomes the company forcustomer.

They interact with humans whom they

know and see personally rather inanimateorganization.

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Customer confidence is enhanced Chance of increasing customer confidence

in supplier`s products, personnel and

procedures. Sales person can miss this opportunity by

making unfulfilled promise and

misrepresenting the product Base for long term relationship the secret

of success in marketing today.

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Customer can act immediately desired customer action,

immediate order or a future commitment

makes it difficulty in delaying or forgettinga future promised commitment.

On spot customer decision

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Customers are treated as individual Customized sales presentations (according to

customer needs).

Tackling individual problems and complaints

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Persuasive selling production oriented sales

Low concentration on

customer relationship

Personal selling methodologies

were rigid

selling was perceived as a job

problem solvers

Customer oriented

Customer relationship building

Personal selling methodologies are

flexible and creative

Professional sellers

Strive to meet the needs of

individual customers

Changes in Selling

Traditional Selling Modern Selling

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Marketingconcept

Customerorientation

Sales andProfit

coordination

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Reebok pump v/s Black top

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Partnering Relationship selling

Team selling

Value added selling Consultative selling

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1.Partnering-Sharing values of the customers,

understanding and anticipating their needs2.Relationship selling- Forming relationships with

customers and enhancing them by providing services,

identifying and satisfying new needs and thereby

strengthening relationships.3.Team selling-A well-coordinated effort between

personnel of the company to sell rather than an

independent effort

4.Value added selling-Exceeding the customers

expectations by various approaches e.g. Installation

5.Consultative selling- Tailoring the product or service to

the need of the specific customer e.g. VIEC

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Product

Sales people now play an activerole in designing a product

Product testing

Test marketing

Product sourcing (Having theircompanys products sold undera private label

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Cost based pricing

Market oriented pricing

Demand &

Competition oriented

pricing- parity, premium, low

Price

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Direct distribution (sale

directly to ultimate user)

Indirect distribution(wholesalers & retailer) e.g.

Wal-MartPlacement

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Combination of advertising,

sales promotion and public

relationsPromotion

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Sales Mgmt?Managing the sales process and sales force

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Tasks of sales Mgmt Analysis: sales records, sales performance & market trends

Planning: setting objective, develop strategies & tactics for

achieving

Organization: smooth procedures& effective execution of

programs

Direction: staffing and supervision of sales plan

Control: comparison of actual and planned sales result

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Sales Mgmt & change

Constantly changing conditions

New products are introduced

Change in competitors strategy

New territories

New Trends (planning, purchasing, production, distribution)

Conventional selling to modern selling

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Primary

responsibility

Working

relationships

Role

Part of mgmt

Diversity of

responsibility

Develop accounts

Alone

Player

no

make calls, sell and

service

Develop people

Through othersCoach

Yes, must sell the

company plan to reps

Manage sales force,

manage key account,

cooperation with otherdepartment

Activity Sales managerSales representative

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HaveAnalytical skills

Behavior flexibility

Manager their own territories

Identification of the customer needsHuman relation skills, conceptual intellectual abilities & technical

skills

Effective decisiveness

Following the code of ethics

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It is essential that sales managers learn how to manage the

better educated and achievement oriented sales people.

A survey realizes that training is necessary to be

competitive at all levels of managementCommunication, team building, performance, skills are

required

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Sales manger find themselves dealing with the

sale persons and customer in foreign market

Important and sometime baffling difference

Are culture, social customs, bussiness

perspective , legal restrictions, jobs differences

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Low status job

Difficult to find sales person

Cost

Language and cultural differenceDifferent value system and ethics

Variability in the sales and marketing

sophistication

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