Personal Selling Management

Job of Sales Management

Group # 3
Marriam Irfan M. Mehran khan Shehriyar paracha Shehriyar Ammar khalid Arif ullah afridi Asher ali khan M. Nayab Gul M.Tariq khan Noman ishaq Syed naveed shah Samir mirza M. Faheem asghar Arsalan Butt

Table of Contents
Nature of Personal selling Changes in Selling Personal Selling in the MM Dimensions of sales Mgmt The field Sales manager Sales Mgmt Training & development Global perspective

What is personal selling? Aspect of promotion that brings human element into marketing transaction. If done well and correctly used increases sales.

US Department of Labor estimates that over 14 million (11% of the overall labor force)are directly involved in selling and sales-related positions. Everyone who gets involved in direct selling wants an easy way to make money. 89% of direct sellers rate their personal experience in direct selling as excellent. 91% of direct sellers say that direct selling meets or exceeds their expectations as a business where the harder they work the more money they can make.
Source : http://www.directselling411.com/for-sellers/myths-facts/

It is ever changing, non-routine and repetitive Source of recognition and self satisfaction Financially rewarded

President Vice President of Marketing

National Sales Mgr.

Zone Sales Manager Regional Sales Manager District Sales Manager Key Account Salesperson

Salesperson

Sales Trainee

1. 2. 3. 4.

Human element is critical Customer confidence is enhanced Customer can act immediately. Customers are treated as individual

Human element is critical Face to face interaction among customer and salesperson Salesperson becomes the company for customer. They interact with humans whom they know and see personally rather inanimate organization.

Customer confidence is enhanced Chance of increasing customer confidence in supplier`s products, personnel and procedures. Sales person can miss this opportunity by making unfulfilled promise and misrepresenting the product Base for long term relationship the secret of success in marketing today.

Customer can act immediately desired customer action, immediate order or a future commitment makes it difficulty in delaying or forgetting a future promised commitment. On spot customer decision

Customers are treated as individual Customized sales presentations (according to customer needs). Tackling individual problems and complaints

Changes in Selling Traditional Selling

Persuasive selling production oriented sales Low concentration on customer relationship Personal selling methodologies were rigid selling was perceived as a job

Modern Selling
problem solvers Customer oriented Customer relationship building Personal selling methodologies are flexible and creative Professional sellers Strive to meet the needs of individual customers

Customer orientation

Marketing concept
coordination Sales and Profit

Reebok pump v/s Black top

Partnering Relationship selling Team selling Value added selling Consultative selling

1.Partnering- Sharing values of the customers, understanding and anticipating their needs 2.Relationship selling- Forming relationships with customers and enhancing them by providing services, identifying and satisfying new needs and thereby strengthening relationships. 3.Team selling- A well-coordinated effort between personnel of the company to sell rather than an independent effort 4.Value added selling- Exceeding the customers expectations by various approaches e.g. Installation 5.Consultative selling- Tailoring the product or service to the need of the specific customer e.g. VIEC

Product

Sales people now play an active role in designing a product Product testing Test marketing Product sourcing (Having their companys products sold under a private label

Price

Cost based pricing Market oriented pricing Demand & Competition oriented pricing- parity, premium, low

Placement

Direct distribution (sale directly to ultimate user) Indirect distribution (wholesalers & retailer) e.g. Wal-Mart

Promotion

Combination of advertising, sales promotion and public relations

Sales Mgmt? Managing the sales process and sales force

Tasks of sales Mgmt Analysis: sales records, sales performance & market trends Planning: setting objective, develop strategies & tactics for achieving Organization: smooth procedures& effective execution of programs Direction: staffing and supervision of sales plan Control: comparison of actual and planned sales result

Sales Mgmt & change

Constantly changing conditions New products are introduced Change in competitors strategy New territories New Trends (planning, purchasing, production, distribution) Conventional selling to modern selling

Activity

Sales representative

Sales manager

Primary responsibility Working relationships Role Part of mgmt Diversity of responsibility

Develop accounts Alone Player no make calls, sell and service

Develop people Through others Coach Yes, must sell the company plan to reps Manage sales force, manage key account, cooperation with other department

Have
Analytical skills Behavior flexibility Manager their own territories Identification of the customer needs Human relation skills, conceptual intellectual abilities & technical skills Effective decisiveness Following the code of ethics

It is essential that sales managers learn how to manage the better educated and achievement oriented sales people. A survey realizes that training is necessary to be competitive at all levels of management Communication, team building, performance, skills are required

Sales manger find themselves dealing with the sale persons and customer in foreign market Important and sometime baffling difference Are culture, social customs, bussiness perspective , legal restrictions, jobs differences

Low status job Difficult to find sales person Cost Language and cultural difference Different value system and ethics Variability in the sales and marketing sophistication