ZahraLadha_PersonalSelling

ZahraLadha_PersonalSelling - Zahra Ladha SFU November 6,...

Info iconThis preview shows pages 1–13. Sign up to view the full content.

View Full Document Right Arrow Icon
Zahra Ladha SFU November 6, 2007
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Class Discussion What factors would your ideal job after graduation include? What kind of jobs do think will cater to these factors? 17-2
Background image of page 2
Agenda The Principles of Personal Selling Successful Traits The Sales Process Personal Selling in the Medical/Pharmaceutical industry Marketing jobs after graduation
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
What is Personal Selling? When representatives of a company contact customers directly to introduce a product to them and make a sale Important for push strategy Provides personal touch Tailor made solution to fit customer-specific needs vs. mass selling Firm’s eyes and ears in the field Four eras of Marketing History Went from hard sell approach to relationship selling approach
Background image of page 4
Personal Selling More expensive than other options due to travel required Recent US study - $215 per day to keep salesperson on the road
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Personal Selling The Role of the Sales Force Two-way personal communication More effective than advertising in complex selling situations The sales force plays a major role in most companies The sales force works to produce customer satisfaction and company profit. 17 - 6
Background image of page 6
Personal Selling Agents Sales consultants Sales Representatives Account Executives Sales Engineers District Managers Marketing Representatives Account Development Representatives 17 - 7 Salespeople Have Many Names Salespeople Have Many Names
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Managing the  Sales Force Enthusiasm Patience Initiative Self-Confidence Job Commitment Customer Orientation Independent Good negotiator Adaptable Self- Motivated Excellent Listeners Friendly Persistent Attentive Honest Good communicat ion skills 17 - 8 Traits of Successful Salespeople Traits of Successful Salespeople Relationship Relationship Oriented Oriented Goal oriented Prioritize Prioritize Disciplined Disciplined Hardworking Hardworking Team Players Team Players Loves challenge Competitive Quick learner
Background image of page 8
The Sales Process Sales people follow certain steps in identifying prospective buyers and turning them into customers These steps follow the AIDA concept 17-9
Background image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Figure 17.7 The AIDA Concept and the Personal Selling Process 17-10
Background image of page 10
Step 1: Prospecting and  Qualifying Prospecting Prospecting : personal-selling function of identifying potential customers May be referrals from existing customers, suppliers, dealers Qualifying Qualifying : determining that a prospect has the needs, income, and purchase authority necessary for being a potential customer
Background image of page 11

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Step 2: Approach Approach Approach : salesperson’s initial contact with a prospective customer Sales person meets and greets the buyer and asks key questions to get some initial info before the presentation Precall Planning : use of information collected during the prospecting and qualifying stages of the sales
Background image of page 12
Image of page 13
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 46

ZahraLadha_PersonalSelling - Zahra Ladha SFU November 6,...

This preview shows document pages 1 - 13. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online