Lecture M: Marketing (4/e) - Chapter 19: Personal selling and sales management

Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.

chapter nineteen personal selling and  sales management Copyright © 2015 McGraw­Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw­Hill Education LEARNING OBJECTIVES LO 19-1 Describe the value added of personal selling LO 19-2 Define the steps in the personal selling process LO 19-3 Describe the key functions involved in managing a sales force LO 19-4 Describe the ethical and legal issues in personal selling 19­2 The Scope and Nature of Personal  Selling 19­3 Professional Selling as a Career • • • • • People love the lifestyle There is a lot of flexibility There is a lot of variety in the job Can be very lucrative Very visible to management and good for promotions ©Royalty-Free/Corbis Sales Jobs Website 19­4 The Value Added by Personal Selling • • • Salespeople Provide Information and Advice Salespeople Save Time and Simplify Buying Salespeople Build Relationships ©Royalty-Free/Corbis 19­5 The Personal Selling Process 19­6 Step 1: Generate and Qualify Leads 19­7 Generate Leads ©Royalty-Free/Corbis 19­8 Step 2: Preapproach ©Royalty-Free/Corbis 19­9 Step 3: Sales Presentation  and Overcoming Reservations Klaus Tiedge/Blend Images/Getty Images 19­10 Sales Training 19­20 Motivating and Compensating  Salespeople GRANTLAND® Copyright Grantland Enterprises; www.grantland.net Financial rewards Nonfinancial rewards 19­21 Evaluating Salespeople • • Tied to the reward structure Evaluation measures can be either objective or subjective BananaStock/PictureQuest 19­22  check yourself • • What sales managers need to to successfully manage their sales force? What is the difference between monetary and nonmonetary incentives? 19­23 Ethical and Legal Issues in  Personal Selling 19­24  check yourself • What are three areas of personal selling in which ethical and legal issues are more likely to arise? 19­25 Glossary Cold calls are a method of prospecting in which sales people telephone or go to see potential clients without appointments Return to slide 19­26 Glossary A company sales force comprises people who are employees of the selling company Return to slide 19­27 Glossary Manufacturer’s representatives are sales people who sell a manufacturer’s products on an extended contract basis but are not employees of the manufacturer Return to slide 19­28 Glossary An order getter is a salesperson whose primary responsibilities are identifying potential customers and engaging those customers in discussions to attempt to make a sale Return to slide 19­29 Glossary An order taker is a salesperson whose primary responsibility is to process routine orders or reorders or rebuys for products Return to slide 19­30 Glossary The preapproach occurs prior to meeting the customer for the first time and extends the qualification of leads procedure Return to slide 19­31 Glossary Relationship selling is a sales philosophy and process that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties Return to slide 19­32 Glossary Telemarketing is a method of prospecting in which sales people telephone potential customers without appointments Return to slide 19­33 Glossary Trade shows are attended by buyers who choose to be exposed to products and services offered by potential suppliers in an industry Return to slide 19­34 ... to management and good for promotions ©Royalty-Free/Corbis Sales Jobs Website 19­4 The Value Added by Personal Selling • • • Salespeople Provide Information and Advice Salespeople Save Time and. .. LO 1 9-1 Describe the value added of personal selling LO 1 9-2 Define the steps in the personal selling process LO 1 9-3 Describe the key functions involved in managing a sales force LO 1 9-4 Describe... managing a sales force LO 1 9-4 Describe the ethical and legal issues in personal selling 19­2 The Scope and Nature of Personal Selling 19­3 Professional Selling as a Career • • • • • People love the