SALES MANAGEMENTSALES MANAGEMENT
Personal Personal
Selling Selling
Presented by Dr. Reza Hosseini
PERSONAL SELLINGPERSONAL SELLINGThe Role of the Sales ForceThe Role of the Sales Force
Personal selling Personal selling is include: is include:
• Face 2 Face communicationFace 2 Face communication
• Telephone communicationTelephone communication
• Video conferencingVideo conferencing
• Web conferencing (webinar)Web conferencing (webinar)
It is the interpersonal part of the Marketing Mix .It is the interpersonal part of the Marketing Mix .
Its belongs to the Promotion Its belongs to the Promotion
PERSONAL SELLINGPERSONAL SELLING
Salespeople: Salespeople:
they are making an effective relation between they are making an effective relation between the company and customers to achieve the company and customers to achieve company profit and satisfied customer and company profit and satisfied customer and make money for himself, by:make money for himself, by:
•Customers ConsultantCustomers Consultant
•Representing customers to the companyRepresenting customers to the company
•Working with marketing policies and plansWorking with marketing policies and plans
MANAGING THE SALES FORCEMANAGING THE SALES FORCE
Sales force management is:Sales force management is:
Planning , Organizing , Leading and Planning , Organizing , Leading and
Control of sales force activities.Control of sales force activities.
MANAGING THE SALES FORCEMANAGING THE SALES FORCE
Shaping Sales Force StructureShaping Sales Force Structure
MANAGING THE SALES FORCEMANAGING THE SALES FORCE
Shape geographical structure scopes Shape geographical structure scopes Each sales rep is appointed an exclusive geographic Each sales rep is appointed an exclusive geographic area and sells the company products or services to area and sells the company products or services to all customers in that dominion.all customers in that dominion.
•Defines salesperson’s duties. Defines salesperson’s duties. •Defines responsibilities.Defines responsibilities.•Cuts down sales expenses.Cuts down sales expenses.
MANAGING THE SALES FORCEMANAGING THE SALES FORCE
Planning product sales force structure Planning product sales force structure
structure where each salesperson sells along structure where each salesperson sells along
product lines product lines
•Improves product knowledgeImproves product knowledge
•Manage geographical conflictsManage geographical conflicts
MANAGING THE SALES FORCEMANAGING THE SALES FORCE
Planning customer sales force structurePlanning customer sales force structure
Shaping the structure where each salesperson sells Shaping the structure where each salesperson sells
along customer or industry lines along customer or industry lines
Improves customer relationshipsImproves customer relationships
THANKSTHANKS