CHAPTER

Day 26

BUS 222

15-2

Agenda

• Questions?• Assignment 7 Posted (Last one )

– Due May 3– Marketing Assignment 7.pdf

• Marketing plans Due May 10– 5 min presentation on May 8– Marketing plan guidelines and example.pdf– BUS 222 Marketing Plan Guidlines.pdf

• Discussion on Personal Selling and Sales Management, Last lecture

15-3

Remaining Schedule

• Today– Chap 19 Personal Selling

and sales management

• May 3– Quiz 7– Assignment 7 due

• May 8 @ 10 AM– Marketing plan

presentations

• May 10– Completed marketing plans

due @ 3 PM

CHAPTER

PERSONAL SELLING AND SALES MANAGEMENT

19

Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin

19-5

LEARNING OBJECTIVES

Personal Selling and Sales Management

LO1 Describe the value added of personal selling.

LO2 Define the steps in the personal selling process.

LO3 Describe the key functions involved in managing a sales force.

LO4 Describe the ethical and legal issues in personal selling.

19-6

Personal Selling

19-7

The Scope and Nature of Personal Selling

19-8

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 Sales Jobs

Website

©Royalty-Free/Corbis

19-9

Not Just Tupperware

19-10

The Value Added by Personal Selling

• Salespeople Provide Information and Advice

• Salespeople Save Time and Simplify Buying

• Salespeople Build Relationships

©Royalty-Free/Corbis

19-11

The Personal Selling Process

19-12

Step 1: Generate and Qualify Leads

19-13

Generate Leads

©Royalty-Free/Corbis

19-14

Step 2: Preapproach

©Royalty-Free/Corbis

19-15

Step 3: Sales Presentation and Overcoming Reservations

Klaus Tiedge/Blend Images/Getty Images

19-16

Aligning the Personal Selling Process with the B2B Buying Process

19-17

Step 4: Closing the Sale

• Getting the order• Often most

stressful part of sales process

• A “no” one day may be the foundation for a “yes” another

Dig

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19-18

Step 5: Follow-Up

19-19

1. Why is personal selling important to an IMC strategy?

2. What are the steps in the personal selling process?

Check Yourself

19-20

Managing the Sales Force

19-21

Sales Force Structure

19-22

Salesperson Duties

19-23

Recruiting and Selecting Salespeople

19-24

Recruiting for Success

©Stockbyte/PunchStock

19-25

Sales Training

19-26

Motivating and Compensating Salespeople

Financial rewardsFinancial rewards Nonfinancial rewards

Nonfinancial rewards

GRANTLAND® Copyright Grantland Enterprises; wwwgrantlandnet

19-27

A Motivational Convention

19-28

Evaluating Salespeople

• Tied to the reward structure

• Evaluation measures can be either objective or subjective

BananaStock/PictureQuest

19-29

1. What do sales managers need to do to successfully manage their sales force?

2. What is the difference between monetary and nonmonetary incentives?

Check Yourself

19-30

Ethical and Legal Issues in Personal Selling

19-31

Issues for the Sales Force and Corporate Policy

The firm may have a policy to sell goods or services to people who

cannot afford them or to people who should not have them.

The firm may have a policy to sell goods or services to people who

cannot afford them or to people who should not have them.

AP P

hoto

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19-32

Issues for the Sales Person and the Customer

Have you ever felt that you were

treated unethically by a salesperson? What happened?

Royalt

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OR

BIS

19-33

1. What are three areas of personal selling in which ethical and legal issues are more likely to arise?

Check Yourself