sales managemnt

7/30/2019 sales managemnt

1/17

KRA OF SELLING

Prospecting

Building Rapport & Trust

Identifying Needs & Presenting Persuasion

Answering Objections

Closing

Resale and Referral Generation


2/17

KRA OF SALES MANAGEMENT

Planning

Organising

Staffing

Delegating

Supervising & Measuring Performance

Reporting & Feedbacks


3/17

SELLING

.

Selling is persuasion.

Despite the varying demands placed upon selling by the changing times,

several definite functions will remain same.

Innovation Possess technical knowledge

Act as a Channel of Communication

Facilitate consumption

Serve the trade


4/17

SALES MANAGEMENT, PERSONAL

SELLING & SALESMANSHIP

SALES MANAGEMENT

The planning, direction & control of personal selling, including

recruitment, selecting, equipping, assigning, routing, supervising, paying &

motivating as these tasks apply to the personal sales force.

PERSONAL SELLING Face to face interaction with one or more prospective purchasers for the

purpose of making presentations, answering questions, and procuring

orders.

SALESMANSHIP

It is the art of successfully persuading prospects or customers to buyproducts or services from which they can derive suitable benefits thereby

increasing their total satisfaction.


5/17

TYPES OF PERSONAL SELLING

SITUATIONS

Service Selling

Inside Order Taking

Delivery Salesperson

Route Salesperson

Missionary Selling

Technical Selling

Developmental Selling

Creative Salesperson of Tangibles

Creative Salesperson of IntangiblesDevelopment Selling but needs creativity

Political / Backdoor / Indirect

Salesperson engaged in multiple sales


6/17

TYPES OF SELLING

Single Transaction or Account Management

Client Type Retail or Corporate Selling

Product Type

Inside or Outside

Creative or Order Taking


7/17

TYPES OF SELLING

Emotional Selling

Emotionally laden words make emotional appeals far more effective. Marketers

should aim at the heart instead of the head because its 12 inches closer to the

pocket.

Logical Selling

In selling to professional purchasing agents, they are too experienced to be

moved by emotions and they are not buying for themselves.

Buyers with trained minds, especially those trained in technical fields are prone

to think logically by habit.

Selling of complicated products.


8/17

BUYER SELLER DYADSSalesman-customer

Relationship start

Role Requirement

& characteristics

Personal

characteristics

Needs andexpectations

Choice of

strategy

Adjustments

Role Requirement

& characteristics

Personal

characteristics

Needs andexpectations

Choice of

strategynegotiation

Adapt Adapt

Exchange

Stop

Personal

affiliation


9/17

THEORIES OF SELLING

AIDAS Theory

During any successful selling interview, the prospects mind passes through

five successive mental states.

Attention

Interest

Desire

Action

Satisfaction

Right Set of Circumstances Theory of Selling

If the salesperson succeeds in securing the attention and gaining the interestof the prospect, and if the salesperson presents the proper stimuli/appeal the

desired response will result.


10/17

THEORIES OF SELLING

Buying Formula

Need Solution Purchase

Need Solution Purchase Satisfaction

Need Product/ServicesOr Trade name

Purchase Satisfaction

Adequacy

Pleasant Feeling


11/17

THEORIES OF SELLING

Behavioural Equation Theory

B = P * D * K * V

B is the response or the internal response tendency i.e. the act of

purchasing a brand or patronizing a supplier.

P is the predisposition or the inward response tendency i.e. force of habit D is present Drive Level(amount of motivation)Physiological / Canned

K is incentive potential i.e. the value of the product or its potential

satisfaction to the buyer

V intensity of all cues triggering or product or information


12/17

Salesman's role

Four basic combinations :

Established Product Ongoing Salesman

Established Product New Salesman New Product Ongoing Salesman

New Product New Salesman


13/17

THE SALES PROFESSIONAL

Some Important features

AppearanceClothing

Grooming

Voice & Conversation Habits

Mannerism

Habits

Intelligence & Alertness

Social Intelligence & Tact

Dependability

Laughing at the right time

Assertiveness

Self Confidence

Vocabulary

Self Management

Responsibility

Empathy

Enthusiasm


14/17

PROSPECTING

The importance of prospecting, first step of the selling is often overlooked

by the uninitiated. They key to effective selling is prospecting.

A prospect is a person or an institution that can both benefit from the

buying the product and has theability to buy.

Lead/Suspect is the person or institution whomight possibly be a prospect.

COMMON PROSPECTING SYSTEMS

Endless Chains and Reference Calling Centre of Influence and Networking

Personal Observation

Junior Sales People leads

Cold Calls

Walk-in

Informal Gatherings

Farm system


15/17

STEPS TO PROSPECTING

Formulating Prospect definition

Willingness

Financial Capacity

Authority

Availability

Searching Potential Accounts

Qualifying Prospects and determining probable

requirements profitable prospects

Relating Company's products to each prospector

requirement


16/17

SALES RESISTANCE

OBSTACLEReal or Unreal

OBJECTION Sincere or Unsincere


17/17

PROSPECTING

Telemarketing

Other Sources

Old Customers

Service People

Classified list/ associations/ directories.

Exposure

Lead Generation System

Need for cost effective lead generation

Value of the leads generated

Calculate percentage leads that result in Sales

Sales volumes of the sales quantity to be looked into.

Gross margins from different sets of databases.

Lead generation system should yield a steady flow of leads neither too high nor

too low.

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sales managemnt