Chapter 19 sales

Personal selling career (pros)

* People love the life style *alot of flexibility A very profitable, alot of of variety

Main advantage of personal selling

* can adapt the message for customers * adjust the cost of selling for each customer * we can focus our promotional efforts on those more likely to buy

Personal selling career (cons)

* very hard work to make money * income inconsistent #burnout from traveling

transactional selling

- Putting on the hard sell - High-pressure process that focuses on making an immediate sale with no concern for developing long-term customer relationship

motivating/compensating sales-force

- main motivation for driving performance salaries comission, bonuses

relationship selling

Building long term customers

evaluate performance

Crucial for identifying strength and weaknesses

What is personal selling?

Personal selling is not about the actual selling.it is about communicating value to customers.

Steps in the Personal Selling Process (5)

Qualifying leads → pre approach → sales presentation-> closing the sale- → follow up

Managing the sales force management includes

Recruiting/selecting sales people, training sales people, motivating and compensating sales people, evaluating salespeople, determine sues force structure

Sales Force Structure

designing the organizational structure of sales such as division and territories

disadvantage of personal selling

high cost per contact * limited reach compared to other Promotional methods

sales force management is?

refers to the process of effectively organizing/Coordinating and overseeing a company'S sales force Key components: sales force structure, recruiting and training, Motivating and compensating (salary, commission)/evaluating Performanc.

Recruiting and Training (Sales Force)

selecting the best candidates: Empathy, sel-motivation,Personality