Personal Selling Flashcards
Selling process
Preparation Opening Need and problem identification Presentation and demonstration Deal with objectives Closing sale Follow up
Order takers
Take order
No creative selling
Eg in retail
Missionary salespeople
3rd Patty influence sale
Do not take Direct orders
Technical sales person
Find technical solutions to problem
Experts
Highly paid
Creative sales people
Good at reading people
Same product and different customer = different selling strategy
Competence required by salespeople
Customer business knowledge Customer industry knowledge Customer individual knowledge Own business knowledge Own product knowledge Sales skills
Sales management roles
Design and manage sales force
Designing sales force
Size
Organization
Managing sales force
Set objectives Recruit and select Training Motivation and compensation Evaluation
Deciding on salesforce size
Equalizer workload Incremental productivity Expert opinion Affordable method Arbitrary fixation
Outcome based evaluation
Little monitoring of people
Little managerial discretion toward sales people
Straightforward objective and measure of results
Performance based evaluation
Considerable monitoring of people
High managerial decisions toward sales people
Subjective measure of salesperson
Dimensions of salesperson performance evaluations
Behavior
Performance
Results
Profitability
Behavior
Criteria from individual activities
Address short term sales and non selling activities F
Professional
Assess improvements in characteristics that benefit job performance
