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Detail Table of ContentsClick below to view << Chapter 20 Personal Selling and Sales Force Management : Chapter 21
Sales personnel can be classified as order takers, order getters and support personnel. Support personnel are further divided into missionary sales personnel, trade sales personnel and technical sales personnel. The objective of the personal selling process is to generate customer satisfaction and build a long-term relationship with them. Personal selling process includes a) prospecting and evaluating potential customers, b) preparing to approach, c) approaching the customers, d) making a presentation to the customer, e) handling objections, e) closing the sales deal and f) follow up. Keeping in view the contribution made by the sales force to the revenue of any company, it calls for efforts on the part of companies to improve the personal selling efforts of their sales force through professional training, negotiations and relationship marketing. Management of the sales force has become essential for companies to achieve the predetermined goals. Managing the sales force calls for i) establishing sales objectives, ii) fixing the sales quotas, iii) designing the sales force, iv) determining the size of sales force, v) recruiting the sales force, vi) routing and scheduling their activities, vii) training the sales force, viii) providing compensation, ix) evaluating their performance and x) motivating the sales force.
Personal Selling and Sales Force Management- An overviewNature and Importance of Personal Selling Types of Salespersons Order Takers Personal Selling Process Prospecting and Evaluating Improving Personal Selling Efforts Professional Training Sales Force Management Establishing Sales Objectives Related Case Books:- 35 Case Studies
Related Textbook:-
330 pages, Paperback;
What is sales force in personal selling?Advertisers typically expend time and money to send a mass message about a product to many people outside the target market. In personal selling, the sales force pinpoints the target market, makes a contact, and expends effort that has a strong probability of leading to a sale.
What is the role of personal selling?Personal selling provides a detailed explanation or demonstration of the product. This capability is especially desirable for complex or new goods and services. The sales message can be varied according to the motivations and interests of each prospective customer.
What are the process of sales management?What is the sales management process?. Setting goals for the sales team.. Formulating a sales management strategy to achieve those goals.. Executing that strategy while managing and motivating staff.. Evaluating and reporting on results of the strategy.. What is the role of the sales manager?A Sales Manager, or Sales Department Manager, is responsible for overseeing daily operations in the sales department. Their duties include hiring and training sales staff, relaying information from upper management to department staff about sales quotas and generating leads to divide among Sales Representatives.
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What is sales force management role of sales manager state the process of personal selling?
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