Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.
Personal Selling Defined: A form of person to person
communication in which a
salesperson works with
prospective buyer and attempts
to influence purchase in the
direction of his or her
company’s products or services. Importance of Personal Selling:
Allows the firm to
immediately respond to the
needs of the prospect. Allows for immediate
Chapter 13: Sales and sales management. Learning objectives of this chapter include: Identify sales' strategic communication role, select the types of selling used for different types of relationships, outline the sales strategy associated with each type of selling, compare and contrast organizational structures used to manage sales,...
Lecture Principles of Marketing - Chapter 16 presents the personal selling and sales promotion. The main contents of this chapter include all of the following: Personal selling, managing the sales force, the personal selling process, sales promotion.
Chapter 17 - Personal selling and sales management. What you should learn from chapter 17: The role of interpersonal selling in international marketing, the considerations in designing an international sales force, the steps to recruiting three types of international salespeople, selection criteria for international sales and marketing positions,...
Chapter 19 provides knowledge of personal selling and sales management. After reading chapter 20, you should be able to: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management.
Chapter 20 – Personal selling and sales management. After reading chapter 20, you should be able to: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management.
Chapter 17: Personal selling and sales management. When you finish this chapter, you should: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management,...
By learning how to “dial for dollars,” you can transform
the telephone that’s already sitting on your desk into a virtual
money-making machine with unlimited potential.
Throughout this book, the terms telemarketing and telesales
are used interchangeably. However, some people define
telemarketing as the use of the telephone to make contact with
prospects, whereas telesales involves actually moving the pros-
pect further down the sales cycle or sales pipeline. The skills
required of a telemarketer and/or telesales professional, as you’ll
soon see, are identical....
Marcelo Thalenberg (Sao Paulo, Brazil) has over 30 years experience in the technology business as both an executive and entrepreneur in companies like Texas Instruments and Avnet, among others. Today, Marcelo is the president of MT Criativa, a consulting and entrepreneurial education company. The company provides time, teamwork, marketing and sales management training using Microsoft Outlook. Marcelo writes articles in electronics and computer magazines including Eletronica Saber. He has written a marketing trends column and most recently has written about time management at Voce S.
The role of selling is continuing to change and evolve in response to dramatic moves in the way buyers and sellers interact. Individual knowledge, skills and abilities are still required, perhaps more than ever, but teamwork and technology are also vital ingredients in an effective organizational response to the needs and demands of customers. The salesforce have always been ambassadors for their firm, but in a turbulent business environment the information and persuasion role of salespeople is being absorbed into their relationship role.
If you sincerely believe that “the customer is king,” the second most important person in this kingdom must be the one who has a direct interaction on a daily basis with the king. MICHAEL BON CHAIRMAN & CEO, FRANCE TELECOM Chapter Consultant: Paulette Turner, Sales Operations Business Unit Executive, IBM Corporation
As a professional sales trainer, I have discovered a very important aspect of adult learning: people love simplicity. The
simpler the better. I wrote this book with that goal in mind; to reveal the simplicity of selling. Selling is simple. Simple is
fun. That is why the KISS principle (Keep It Simple Salespeople) prevails. This book offers an approach that strips away
the perceived complexities of selling and discusses selling in its purest form: a dialogue between two human beings.
The required skills of an effective sales professional have become increasingly sophisticated.
Review the types of decisions firms
face in designing a sales force.
Learn how companies recruit, select,
train, supervise, motivate, and evaluate
a sales force.
Understand how salespeople improve
their selling, negotiation, and
As you might imagine, the program
wasn’t just a sensation in terms of sales
numbers. It has generated a flood of opinions,
on both sides of the matter, as well as
numerous copycat artists attempting to sell
their own “no cold calling” programs. While
there are plenty of people who agree with me
that cold calling is now obsolete, the most
heated – and angry – opinions come from
those who still support the idea of cold calling.
Most of these people are the “old-school” types
I mentioned, the stereotypical dictator sales
If the process for selling goods on World of Good by eBay seems daunting to you, be
aware that the company has anticipated this and has developed a program to help
Sellers and Producer Groups who don’t have the time, experience, Internet connection,
or otherwise lack capacity to complete the process outlined above. This initiative is
called the Marketplace Access Program (MAP) and puts sellers in contact with what
World of Good by eBay calls MAP Agents. Map Agents are experienced eBay sellers
who help qualified WorldofGood.
My Secret Selling Notebook By Mark Rushworth Copyright Mark Rushworth 2011 Published by Malaru Published at smashwords Introduction Do you have a system in place for yourself when you are selling to your customers, or do you just hope for the best and just throw yourself to the mercy of your customer’s whim, or maybe bore them to death or confuse them with your sales technical jargon? Stop!! And just take a look at yourself selling, and analyse your self and think what I do right and you are happy with and improve on it, and then analyse what I...
Sales charges are the commissions that you
may have to pay when you buy or sell a fund. If
you pay this charge when you buy the fund, it’s
called an initial sales charge or front-end load.
If you pay it when you sell, it’s called a deferred
sales charge or back-end load. Some funds are
sold on a “no-load” basis, which means you
pay no sales charge when you buy or sell.
Comparing sales charge options
With initial sales charges, the cost can vary
from firm to firm and may be negotiable. Shop
around, and remember that every dollar you
pay in commission is a...
In this chapter you will understand the importance and nature of personal selling. Know the three basic sales tasks and what the various kinds of salespeople are expected to do. Know what the sales manager must do including selecting, training, and organizing salespeople to carry out the personal selling job. Understand how the right compensation plan can help motivate and control salespeople.