Personal Selling
LMTSOM
12
Personal selling
Managing Sales Force
PRATEEK PARBHAKAR
501204032
Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12
Personal selling - Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships. Personal selling is paid personal communication that attempts to inform customers and persuade them to purchase products or services.
Undoubtedly by now you've figured out that marketing enables both individuals and organizations to sell products and services to other people to help them satisfy their needs and wants. At some point in the selling process, personal selling usually becomes involved.
It is the personal selling process that allows marketers the greatest freedom to adjust a message to satisfy customers' information needs. Personal selling allows the marketer or seller to communicate directly with the prospect or customer and listen to his or her concerns, answer specific questions, provide additional information, inform, persuade, and possibly even recommend other products or services.
The personal selling process consists of the following steps:
1) Prospecting
Prospecting refers to identifying and developing a list of potential clients. Sales people can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories and a wide variety of other sources. Prospecting activities should be structured so that they identify only potential clients who fit the profile and are able, willing and authorized to buy the product or service.
12
Personal selling
Managing Sales Force
PRATEEK PARBHAKAR
501204032
Contents Personal selling 3 The personal selling process consists of the following steps 3 Sales Management: 5 The Sales Funnel (or Sales Pipeline) 5 Sales tips 7 Sales promotion 8 Sales Promotion Strategies 8 Advantages 9 Disadvantages 9 Managing Sales Force 10 Designing of the Sales Force 11 BIBLOGRAPHY 12
Personal selling - Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships. Personal selling is paid personal communication that attempts to inform customers and persuade them to purchase products or services.
Undoubtedly by now you've figured out that marketing enables both individuals and organizations to sell products and services to other people to help them satisfy their needs and wants. At some point in the selling process, personal selling usually becomes involved.
It is the personal selling process that allows marketers the greatest freedom to adjust a message to satisfy customers' information needs. Personal selling allows the marketer or seller to communicate directly with the prospect or customer and listen to his or her concerns, answer specific questions, provide additional information, inform, persuade, and possibly even recommend other products or services.
The personal selling process consists of the following steps:
1) Prospecting
Prospecting refers to identifying and developing a list of potential clients. Sales people can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories and a wide variety of other sources. Prospecting activities should be structured so that they identify only potential clients who fit the profile and are able, willing and authorized to buy the product or service.