Principles of marketing: Lecture 35

Principles of marketing: Lecture 35 provide students with knowledge about: personal selling; builds Relationships; basic sales tasks; characteristics of professional selling; contributions of personal selling to marketing; salesperson attributes;... Please refer to this lesson for details!

MGT301 Principles of Marketing Lecture­35 Summary of   Lecture­34 Media Scheduling Step Step1 Decide Decideon onReach, Reach, Frequency, Frequency, and and Impact Impact Step Step2 Choosing ChoosingAmong Among Major Major Media Media Types Types Step Step3 Selecting Selecting Specific SpecificMedia MediaVehicles Vehicles Step Step4 Deciding Deciding on on Media MediaTiming Timing Evaluating Advertising Effectiveness Advertising Advertising Program Program Evaluation Evaluation Communication Communication Effects Effects Sales Sales Effects Effects Is Isthe theAd AdCommunicating CommunicatingWell? Well? Is Isthe theAd Ad Increasing IncreasingSales? Sales? Sales Promotion Major Consumer Sales Promotion Tools Major Trade Sales   Promotion Tools Developing the Sales Promotion  Program Salesperson Attributes CustomerCustomerOriented Oriented Likable Likable Competent Competent Honest Honest Dependable Dependable Salesperson An individual acting for a company by performing  one or more of the following activities:  Prospecting,  Communicating,  Serving, and  Information gathering            Salespeople  Sales representatives  Account executives  Sales consultants  Sales engineers  Agents  District managers  Marketing representatives  Account development reps  Etc Enough for today. .  Summary Summary Personal Selling Personal selling is the personal communication of information to  persuade somebody to buy something Basic Sales Tasks Basic Sales Tasks ?????? ?????? ?????? ?????? ?????? Order-Getting Order-Getting Order-Taking Order-Taking Supporting Supporting The two types of personal selling   The customers come to the salespeople – Mostly involves retail­store selling – Most salespeople fall into this category The salespeople go to the customers – Usually represent producers or wholesaling  middlemen and sell to business users – Some outside selling is relying more on  telemarketing Next… Sales Force Management Sales Force Management MGT301 Principles of Marketing Lecture­35 ... Selling Selling Representatives Representatives Professional Professional Services Services Characteristics? ?of? ?Professional Selling Characteristics? ?of? ?Professional Selling  Sales reps engage in a total selling job... customer by a representative? ?of? ?the selling  organization Personal selling is the personal communication  of? ?information to persuade somebody to buy  something Personal selling is the personal communication? ?of? ? information to persuade somebody to buy something... It results in the actual sale, while most other forms? ?of? ? promotion are used in moving the customer closer to the  sale The disadvantages? ?of? ?personal selling  The disadvantages? ?of? ?personal selling     Expensive per contact