For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Chapter 14: Personal Selling

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill When you finish this chapter, you should 14-2 Chapter 14 Objectives 1. Understand the importance and nature of personal selling. 2. Know the three basic sales tasks and what the various kinds of salespeople can be expected to do. 3. Know what the sales manager must do—including, selecting, training, and organizing salespeople—to carry out the personal selling job. 4. Understand how the right compensation plan can help motivate and control salespeople. 5. Understand when and where to use the three types of sales presentations. 6. Understand the important new terms.

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Exhibit 14-1 Sales Promotion Mass Selling Personal Selling Target Market Price Promotion Place Product Personal selling techniques Compensation and motivation approach Selection and training procedure Number and kind of salespersons needed 14-3 Strategy Planning for Personal Selling

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Supporting Order-Taking Order-Getting 14-4 Basic Sales Tasks

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Major Accounts Telemarketing Sales Territory Sales Force Size Large Customers Quick, Inexpensive Geographic Area Work Load Focus: 14-5 Salesforce Structure

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill New software and hardware provide a competitive advantage for salespeople in many industries. For example, financial planners can use sophisticated software to analyze the needs of clients in six keys areas of financial planning, customizing their recommendations for each clients’ unique situation. Information Technology and Sales 14-6

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Key Components Job Description Level of Compensation Method of Payment Training 14-7 Selecting, Training, and Motivating

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Exhibit 14-3 Evaluate needs of established customers Prospect for new customer Set effort priorities Select target customer Preplan sales call and presentation(s) Make sales presentation Close sale Follow up to establish Follow up to maintain Feedback 14-8 Steps in the Personal Selling Process

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill 14-9 Consultative Selling Approach Selling Formula Approach Prepared Approach Three Presentation Approaches Types of Presentation Approaches

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Attention Interest Desire Action The AIDA Model

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Telemarketing Sales Territory Job Description Sales Quota Prospecting Sales Presentation Prepared Approach Close Consultative Selling Approach Selling Formula Approach Basic Sales Tasks Order Getters Order-Getting Order Takers Order-Taking Supporting Salespeople Missionary Salespeople Technical Specialists Team Selling Major Accounts Sales Force Key Terms