Principles and Practice of Marketing David Jobber Chapter 12 Personal Selling and Sales Management 1 1

D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill Types of selling The selling function There are many types of selling jobs Selling varies according to the nature of the selling task Order-takers Order creators Order-getters D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 2

D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill Types of selling The selling function Inside order-takers Order-takers Delivery salespeople Order creators Outside order-takers Order-getters D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 3

D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill Types of selling The selling function Order-takers Order creators Missionary salespeople Order-getters D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 4

D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill Types of selling Front-line salespeople The selling function Technical support salespeople Order-takers Merchandisers Sales support salespeople Order creators New business salespeople Organizational salespeople Order-getters Consumer salespeople D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 5

Sales responsibilities Profitable sales Prospecting Providing service Maintaining customer records and information feedback Relationship management Self-management Handling complaints D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 6

The selling process Preparation The opening Need and problem identification Presentation and demonstration Dealing with objections Closing the sale The follow-up D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 7

Marketing strategy and the management of the salesforce Salesforce size Salesforce organization Personal selling objectives and strategies Setting objectives Designing the salesforce Recruitment and selection Training Managing the salesforce Motivation and compensation Evaluation and control of total sales operation Evaluation of salespeople D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 8