2. PERSONAL SELLING Marketing Management Session 11 November 21, 1997

3. SESSION OUTLINE Promotional mix: Video Strategic aspects of personal selling: –the sales manager’s job The selling process Typology of salespeople Current trends in personal selling Final exam

4. SALES MANAGEMENT Determine the optimal number of salespeople Hiring and training Determine the sales territories Set sales quota and individual objectives On-going motivation Develop appropriate sales tools

5. Steps in the Personal Selling Process Set Effort Priorities Set Effort Priorities Select Targets Select Targets Plan Present Close Follow-up Sale Follow-up Sale Prospect Evaluate Follow-up Call Follow-up Call

6. Semaine HEC November 24-27 Student trade missions - lunch time Sydney Levy: Thursday 7 p.m.

7. Types of Presentation Approaches Three Presentation Approaches Prepared Approach Prepared Approach Consultative Approach Consultative Approach Selling Formula Approach Selling Formula Approach

8. TYPES OF SALESPEOPLE Order getting: find «leads» Order taking: close the deal Support salespeople: –missionary salespeople –technical salespeople One person can perform three tasks

9. CURRENT TRENDS Relationship marketing: –focus on relationship not transaction –long-term profit –build trust Telemarketing: –inbound –outbound

10. NEXT SESSION Advertising management, chapter 16 Planning the advertising campaign Role of the advertising agency «Intel inside» presentations Guest speaker: Caroline Starecky, GAM