Personal Selling

Personal Selling

Direct communication

What is personal selling?Advantages and DisadvantagesPurposes of personal sellingOne: Finding Prospects

One: Finding ProspectsTWO: Convincing the Prospects to BUy

Three: Keeping customers satisfied

Duties and responsibilities of salespeopleReported by: Ms. Danica quindoyos

Duties and responsibilities of salespeople

Types of SalespersonsBy: Sheena caratiquet

Salespersons maybe classified acc. To functions they perform:Order GettersSalesperson whose jobs are to increase the firms sales.Current customer salespersonNew business salespersonOrder takersServe the purchase orders of current customers.Inside order takersField order takers

Support personnelFacilitate the selling function by locating prospects, educating customers, building goodwill, and providing after sales serviceMissionary salespersonTrade salespersonTechnical salesperson

The selling process

The process at a glance1. ProspectingStage where a search for and qualification of potential customers is made.Lead is the name of a person or organization who might possibly be a prospect.

2. Pre-approachConsists of the time and effort spent in determining which approach will best suit a prospect.

3. The approachBy: Joanne Carla De Tumol

3. The approachRefers to the stage in the selling process where the salesperson makes contact with the prospect.Methods of approachMethods of approachMethods of approachMethods of approachThe presentation, meeting objections, the close, the follow-upBy: rouie Victoria ramos

4. The presentationPresenting the product to the customer with the objective of convincing him to buy. Steps for an effective presentation:Focus the prospects attention to the productArouse and increase prospects interestEvaluate prospects desire to buy

5.Meeting objectionsObjections may signal to any of the possibilities:the prospect is not interested to buy the productthe prospect is interested but wants some clarification or assurance on some matters.

6. The closeSalesperson asks the prospect to buy the product. Timing is of the utmost importance in closing a sale

7. The follow-up

Management of the sales forceBy: Gerald gabriel

Sales force objectivesIt must be measurableIt must be consistentIt must be reasonableIt must be prioritizedIt must be achievable

Forms of sales organizationGeographical TerritoriesProduct typeClass of customers

Size of the Sales ForceThe break down methodThe workload methodThe incremental method

Compensation of the sales forceBy: Jhun malabonga

Compensation of the sales forceIn the design of a compensation scheme, the following conflicting requirements must be taken into consideration:

1. Salespersons like steady income, reward for superior and a fair compensation plan.2. Management wants control, economy and simplicity.

Compensation of the sales forceCompensation may be stated in the following terms:1. Straight salary2. Straight commission3. Combination of salary and commissionRecruitment, Selection and Retention

Sales Training

Supervision and Motivation Of The Sales Force

Evaluation Of Sales PerformanceTypes of evaluation consist of the following:1. salesperson-to-salesperson comparison;2. current-to-past sales comparison;3. sales-cost ratio;4. actual sales quota

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