Personal Selling and Direct Marketing Strategies 14

Evaluating Sales Force

Assessing performance through reports and plans.

B A N T

Budget, Authority, Need, Timeline assessment method.

Workload Approach

Classifying customers by annual sales volume.

Sales Force Size

Determining number of sales representatives needed.

Personal Selling

Direct interaction to persuade prospective buyers.

Sales Force Strategy

Direct versus contractual sales force approach.

Sales Force Productivity

Efficiency in managing sales activities and time.

Psychological Resistance

Emotional barriers affecting buyer decisions.

Customer Interaction

Engagement opportunities for upselling and cross-selling.

F A B V

Features, Advantages, Benefits, Value selling approach.

Closing

Finalizing the sale with the customer.

Sales Force Objectives

Goals for salespeople's tasks and responsibilities.

Sales Training Period

Median time for training varies by industry.

Direct Marketing Channels

Methods like mail, catalogs, telemarketing, infomercials.

Sales Force Structure

Organizational layout based on strategy.

Sales Compensation

Payment structure including fixed and variable amounts.

Logical Resistance

Rational objections to purchasing decisions.

Direct Marketing

Reaching customers directly without intermediaries.

Pre Approach

Researching prospects before initial contact.

Recruiting Sales Force

Selecting candidates to ensure high performance.

S P I N

Situation, Problem, Implication, Need-payoff questioning technique.

Market Niches

Targeting specific segments for marketing efforts.

Motivating Sales Force

Using rewards to encourage sales performance.