Copyright Virtual University of Pakistan 156 Introduction to Business MGT 211

Copyright virtual university of pakistan 156

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Introduction to Business MGT 211 VU Lecture 33 PERSONAL SELLING PERSONAL SELLING TASKS a. Booking of orders Consulting the customers & get their orders booked for specified time period. b. Processing of orders Personal selling task in which salespeople receive orders and see to their handling and delivery c. Creative Selling Personal selling task, in which salespeople try to persuade buyers to buyers to purchase products by providing information about their benefits, salesperson delivers creative messages, adopts creative ways of pursuing the customers and invents creative ideas by his experience of going to the market. d. Missionary Selling To sell products by helping the buyer. Salesman provides voluntary service to the buyer and tries to put the order. Tasks of Sales Manager He has to define the sales objectives to To increase the sales To control the sales Organization of team The team performs the tasks of implementing all the decisions relevant to sales. Sales manager chooses the persons for this team. He conducts the tests or interview of the people and selects the right persons for the team. Implementation of those plans In this stage sales team implements all the plans made by the sales manager, defines quotas and regions of the sales persons individually. © Copyright Virtual University of Pakistan 157
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Introduction to Business MGT 211 VU Territory Management Sales Manger defines the route plan of sales persons in this stage PERSONAL SELLING PROCESS Prospecting and Qualifying Prospecting is the process of identifying potential customers; qualifying identifies those who have the authority to buy and the ability to pay. It includes Location of the industry To know about the decision maker of the organization Size of the order Mode of Payment Past practices of the organization Current Problems Techniques for prospecting Snowball Technique To ask a satisfied customer, about more customers to sell the product Cold Conversing Technique Knocking every body’s door Features of the prospective buye r Age of the person Interest of the buyer Preferences of the buyer APPROACHING THE CUSTOMERS Getting appointment from the customer Advantages of the appointment Proper hearing Customer will get the feeling that his time is being respected Disadvantages of the appointment Customer might say no Salesperson might not be able to reach in time © Copyright Virtual University of Pakistan 158
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Introduction to Business MGT 211 VU Without getting appointment from the customer Advantages of not getting the appointment Time is in control of salesperson Salesperson does not have fear of getting no Disadvantages of not getting the appointment Customer might feel that person is not an organized person Barriers Sales person might face some barriers in approaching the customer These barriers can be: Security guard Receptionist Junior Officer Techniques to handle barrier The salesperson can handle the barriers by:
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