Presentation on theme: "Overview of Selling."— Presentation transcript: 1 Overview of Selling Show
2 Personal Selling –
Defined 3 Trust-Based Relationship Selling 4 Customer Value The customer’s perception of
what they get for what they have to give up. 5 Importance of Sales Dialogue
6 Transaction-Focused Selling vs. Trust-Based Relationship Selling
7 Transaction-Focused Selling vs. Trust-Based Relationship Selling 8
Evolution of Personal Selling
9 Evolution of Personal Selling (The past several decades) 10 Continued Evolution of Personal Selling
11 Contributions of Personal Selling: Salespeople and Society
12 Contributions of Personal Selling: Salespeople and the Employing Firm 13 Contributions of Personal Selling: Salespeople and the Customer 14 Ethical Dilemma 15
Alternative Personal Selling Approaches
16 Stimulus Response Selling
17 Mental States Selling Assumes buyer can be led through mental states; promotes one-way communication; a
risky and unreliable strategy. 18 Ethical Dilemma 19 Need Satisfaction Selling 20 Problem Solving Selling
21 Strategic Orchestrator
22 The Sales Process - Overview 23 Role Play 24 25 Sales Management and Sales 2.0 26 Sales Management Process 27 Sales Management Process 28 Sales Management Positions (Example)
29 Sales Management Best Practices 30 Sales Management Best Practices 31 Developing and Implementing Effective Sales Strategies 32 Developing and Implementing Effective Sales Strategies 33 Selling and Relationship
Strategies 34 Sales Channel Strategy 35 Sales Structure Issues 36 Staff vs. Line Positions 37 Sales Organization
Alternatives 38 Recruiting and Selecting Sales Talent 39
Recruitment and Selection Process – Planning – 40 Recruitment and Selection Process – Locating – 41 Recruitment and Selection Process – Evaluating – 42 Sales Training Process 43 Ethical
Dilemma 44 Directing the Salesforce 45 Directing the Salesforce
46 Directing the Salesforce 47 Directing the Salesforce
48 The Role of Power Sources Advice Legitimate Coercive Reward Expert 49 Communication and Coaching
50 Ethical Dilemma 51 Determining Salesforce Effectiveness and Performance 52 Evaluating Sales Organization Effectiveness
53 Evaluating Sales Organization Effectiveness 54 Evaluating Sales
Organization Effectiveness 55 Evaluating Salesperson Performance 56
Criteria for Evaluating Salesperson Performance
57 Sales 2.0 The use of customer-driven processes enabled by the latest Web technology to co-create value with customers.
CRM Social Networking Cloud Computing 58 Sales 2.0 59 Role Play What is an important part of marketing where interpersonal interactions between buyers and sellers is used to initiate develop and enhance customer relationships?An important part of marketing, relies heavily on the interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships.
Is a marketing communications tool that relies heavily on interpersonal communication and interaction between buyers and sellers?Personal selling, an important part of marketing, relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships.
What is interpersonal selling?Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.
What is the relationship between personal selling and marketing?The main difference between direct marketing and personal selling is that directing marketing is the action of selling products or services directly to the public, rather than through retailers, whereas personal selling is a type of selling where a salesperson tries to persuade customers to buy a product.
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