1. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.1 Part 1 Sales perspective Chapter 1 Development and role of selling in marketing

2. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.2 Table 1.1 Strengths and weaknesses of personal selling

3. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.3 Figure 1.1 Characteristics of modern selling Source: Adapted from Moncrief, W.C. and Marshall, G.W. (2005) The evolution of the seven steps of selling, Industrial Marketing Management, 34: 13–22.

4. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.4 Table 1.2 Top ten success factors in selling Source: Reprinted from Marshall, G.W., Goebel, D.J. and Moncrief, W.C. (2003) Hiring for success at the buyer–seller interface, Journal of Business Research, 56:247–55. Copyright © 2003, with permission from Elsevier.

5. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.5 Figure 1.2 Types of selling

6. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.6 Table 1.3 The characteristics of effective sales managers Source: Adapted from Deeter-Schmelz, D.R., Goebel, D.J. and Kennedy, K.M. (2008) What are the characteristics of an effective sales manager? An exploratory study comparing salesperson and sales manager perspectives, Journal of Personal Selling and Sales Management, 28(1):7–20.

7. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.7 Figure 1.3 Sales versus market orientation

8. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.8 Figure 1.4 The marketing mix and proposed extensions of 4Ps Source: Gummesson, 1994:8.

9. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.9 Figure 1.5 The product life-cycle curve

10. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.10 Figure 1.6 The adoption of innovations

11. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.11 Figure 1.7 The demand curve

12. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.12 Figure 1.8 A simple break-even chart

13. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.13 Figure 1.9 Organisational implications of adopting the marketing concept: (a) company organisation chart, sales orientated company (b) company organisation chart, marketing orientated company

14. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.14 Figure 1.10 Marketing strategy and management of personal selling

15. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.15 Table 1.4 Marketing strategy and sales management Source: Strakle, W. and Spiro, R.L. (1986) Linking market share strategies to sales force objectives, activities and compensation policies, Journal of Personal Selling and Sales Management, August:11–18.

16. Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Slide 1.16 Figure 1.11 Sales buy-in of marketing strategies