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Personal Selling Chapter 17

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Presentation on theme: "Personal Selling Chapter 17"— Presentation transcript:

1 Personal Selling Chapter 17
“Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships”

2 The questions Marketing Concept: 1/3 of the class missed
What is a product? About 5% missed

3 Personal Selling Sales people represent the company to the customers and the customers to the company.

4 Personal Selling Sales Tasks Structure Selling Process Compensation
Relationship Process

5 Sales Tasks Order Taking: the clerk Order Getting: creative selling
Sales Support Missionary Sales Sales Engineer Team Selling

6 A career in sales? Wanna sell life insurance in Chicago?

7 Salesforce Structure Territorial Product Sales Force
Customer Sales Force Complex Sales Force

8 Selling Process Prospecting Preapproach Approach Lead Prospect
Qualified Prospect Preapproach Approach

9 Selling Process (2) Sales Presentation Handling Objections Canned
Formula Need Satisfaction Handling Objections

10 Selling Process (3) Closing the Sale Follow-up trial close direct
assumptive standing room only Follow-up

11 Compensation Commission Salary Salary and Bonus

12 Relationship Model Awareness: unilateral posturing
Exploration: search and trial attraction: rewards and benefits communication and bargaining norm development: expectations

13 Relationship Model (2) Expansion Commitment Dissolution

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