Slide 1Slide 2ObjectivesElements of the Personal Selling ProcessGeneral Steps in the Personal Selling ProcessProspect Must Be:Many sales teams use technology like WebEx to enhance presentationsAdvantages/Disadvantages Of Personal SellingTypes Of SalespeopleSelected Types Of SellingManaging The Sales ForceRecruiting StepsCompensating SalespeopleAverage Salaries for Sales RepresentativesSales Force Compensation MethodsManaging Sales TerritoriesControlling and Evaluating Sales Force PerformanceNature of Sales PromotionConsumer Sales Promotion MethodsCouponsEffect Of Income On Coupon UsageEffect Of Age On Coupon UsageCoupon AdvantagesCoupon DrawbacksTypes Of CouponsOther Promotional MethodsTrade Sales Promotion MethodsMethodsChapter 20 Personal Selling And Sales Promotion0Copyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 3Objectives•Understand purposes of personal selling•Describe steps in personal selling process•Identify types of sales force personnel•Recognize types of personal selling•Understand sales management decisions and activities•Explain sales promotion activities and how used•Explore specific consumer/trade sales promotion methodsCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 4Elements of the Personal Selling Process•Prospecting•Preapproach•Approach •Making the presentation•Overcoming objections•Closing the sale•Following upCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 5General Steps in the Personal Selling ProcessCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 6Prospect Must Be:•Able•Willing•AuthorizedCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 7Many sales teams use technology like WebEx to enhance presentationsReprinted with permission of WebEx Communications, Inc.Copyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 8Advantages/DisadvantagesOf Personal Selling•Freedom to adjust message to customer•Most precise promotion method•Most expensive promotion methodCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 9Types Of Salespeople•Order Getter–Current-Customer–New-Business•Order Taker–Inside–Field•Support Personnel–Missionary–Trade–TechnicalCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 10Selected Types Of Selling•Team – experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process•Relationship – mutually beneficial long-term associations with a customer through regular communicationsCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 11Managing The Sales Force•Establish Objectives•Determine Size•Recruit/Select•Train•Compensate–Salary–Commission–Combination•Motivate•Manage Territories–Create–Route/Schedule•Control/EvaluateCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 12Recruiting StepsPrepare Job Prepare Job DescriptionDescriptionAnalyze Analyze Successful Successful SalespeopleSalespeopleDevelop Develop RequirementsRequirementsCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 13Compensating Salespeople•Straight salary compensation plan –paid a specified amount despite effort•Straight commission compensation plan–compensated solely by sales•Combination compensation planCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 14Average Salaries for Sales RepresentativesCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 15Sales ForceCompensation MethodsCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 16Managing Sales Territories•Creating sales territories–Measurable sales potential–Geographic size•Routing and scheduling salespeople–Geographic size/shape–Number of customersCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 17Controlling and Evaluating Sales Force Performance•Information for managers–Call reports–Customer feedback–Invoices•Set sales objectives/performance indicators–Calls per day and cost per call–Average sales per customer and gross profit per customer–Actual sales vs. sales potential–Number of new customer ordersCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 18Nature of Sales Promotion•Sales promotion – an activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy itCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 19Consumer Sales Promotion MethodsSales promotion techniques that encourage consumers to patronize specific stores or try particular productsCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 20CouponsA written price reduction used to encourage consumers to buy a specific productCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 21Effect Of IncomeOn Coupon UsageCopyright © Houghton Mifflin Company. All rights reserved.Microsoft clipart and photos reprinted with permission from Microsoft Corp.20 | 22Effect Of AgeOn Coupon