CHAPTER
Day 26
BUS 222
15-2
Agenda
• Questions?• Assignment 7 Posted (Last one )
– Due May 3– Marketing Assignment 7.pdf
• Marketing plans Due May 10– 5 min presentation on May 8– Marketing plan guidelines and example.pdf– BUS 222 Marketing Plan Guidlines.pdf
• Discussion on Personal Selling and Sales Management, Last lecture
15-3
Remaining Schedule
• Today– Chap 19 Personal Selling
and sales management
• May 3– Quiz 7– Assignment 7 due
• May 8 @ 10 AM– Marketing plan
presentations
• May 10– Completed marketing plans
due @ 3 PM
CHAPTER
PERSONAL SELLING AND SALES MANAGEMENT
19
Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
19-5
LEARNING OBJECTIVES
Personal Selling and Sales Management
LO1 Describe the value added of personal selling.
LO2 Define the steps in the personal selling process.
LO3 Describe the key functions involved in managing a sales force.
LO4 Describe the ethical and legal issues in personal selling.
19-6
Personal Selling
19-7
The Scope and Nature of Personal Selling
19-8
Professional Selling as a Career
• People love the lifestyle
• There is a lot of flexibility
• There is a lot of variety in the job
• Can be very lucrative • Very visible to
management and good for promotions Sales Jobs
Website
©Royalty-Free/Corbis
19-9
Not Just Tupperware
19-10
The Value Added by Personal Selling
• Salespeople Provide Information and Advice
• Salespeople Save Time and Simplify Buying
• Salespeople Build Relationships
©Royalty-Free/Corbis
19-11
The Personal Selling Process
19-12
Step 1: Generate and Qualify Leads
19-13
Generate Leads
©Royalty-Free/Corbis
19-14
Step 2: Preapproach
©Royalty-Free/Corbis
19-15
Step 3: Sales Presentation and Overcoming Reservations
Klaus Tiedge/Blend Images/Getty Images
19-16
Aligning the Personal Selling Process with the B2B Buying Process
19-17
Step 4: Closing the Sale
• Getting the order• Often most
stressful part of sales process
• A “no” one day may be the foundation for a “yes” another
Dig
ital V
isio
n/G
ett
y Im
ag
es
19-18
Step 5: Follow-Up
19-19
1. Why is personal selling important to an IMC strategy?
2. What are the steps in the personal selling process?
Check Yourself
19-20
Managing the Sales Force
19-21
Sales Force Structure
19-22
Salesperson Duties
19-23
Recruiting and Selecting Salespeople
19-24
Recruiting for Success
©Stockbyte/PunchStock
19-25
Sales Training
19-26
Motivating and Compensating Salespeople
Financial rewardsFinancial rewards Nonfinancial rewards
Nonfinancial rewards
GRANTLAND® Copyright Grantland Enterprises; wwwgrantlandnet
19-27
A Motivational Convention
19-28
Evaluating Salespeople
• Tied to the reward structure
• Evaluation measures can be either objective or subjective
BananaStock/PictureQuest
19-29
1. What do sales managers need to do to successfully manage their sales force?
2. What is the difference between monetary and nonmonetary incentives?
Check Yourself
19-30
Ethical and Legal Issues in Personal Selling
19-31
Issues for the Sales Force and Corporate Policy
The firm may have a policy to sell goods or services to people who
cannot afford them or to people who should not have them.
The firm may have a policy to sell goods or services to people who
cannot afford them or to people who should not have them.
AP P
hoto
/Ch
arl
ie R
ied
el
19-32
Issues for the Sales Person and the Customer
Have you ever felt that you were
treated unethically by a salesperson? What happened?
Royalt
y-F
ree/C
OR
BIS
19-33
1. What are three areas of personal selling in which ethical and legal issues are more likely to arise?
Check Yourself