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Page 1: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-1

Page 2: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-2

Personal Selling and Sales

Management

Chapter 18Chapter 18Chapter 18Chapter 18

McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

Page 3: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-3

Chapter GoalsChapter GoalsChapter GoalsChapter Goals

McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

• Role of personal selling in a promotion program

• When a firm is likely to utilize personal selling

• Forms of personal selling

• Variety of personal selling jobs

• Developments in how personal selling is performed

• Personal selling process

• Strategic role of sales-force management

• Challenges in staffing, operating, and evaluating the sales force

Page 4: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-4

Personal SellingPersonal Selling

Personal communication of information to persuade

somebody to buy something.

The major promotion tool

Personal communication of information to persuade

somebody to buy something.

The major promotion tool

Advertising500,000people

Selling16 million

people

Page 5: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-5

Personal Selling as PromotionPersonal Selling as Promotion

Flexible

Costly

Difficult toattract quality

people

Minimizewaste

Focused

Goal issale

Page 6: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-6

When Personal Selling is Used When Personal Selling is Used

MARKET

Concentrated:

Geographically

In few industries

In several

large customers

PRODUCT

Value not apparent

High unit cost

Technical

Requires demonstration

Fitted to customer’s need

Introductory stage

of the Product Life Cycle

Page 7: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-7

Scope of Personal SellingScope of Personal Selling

Page 8: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-8

Variety of Sales JobsVariety of Sales Jobs

Delivery Sales

Outside Order Taker

Inside Order Taker

Missionary Sales Person

Sales EngineerConsultativeSales Person

Page 9: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-9

Personal SellingPersonal Selling

Professional Sales Person

Cost of Personal Selling

Uniqueness of Sales Jobs

Page 10: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-10

Changing Patterns in Personal Changing Patterns in Personal SellingSelling

SellingCenters

SystemsSelling

GlobalSales Teams

Page 11: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-11

Changing Patterns in Personal Changing Patterns in Personal SellingSelling

Automation

TelemarketingRelationship

Selling

InternetSelling

Page 12: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-12

Scope of Personal SellingScope of Personal Selling

Page 13: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-13

Staffing and Operating a Sales Staffing and Operating a Sales ForceForce

Page 14: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-14

Recruiting ApplicantsRecruiting Applicants

Recruitment and SelectionRecruitment and Selection

Determining Hiring SpecificationsDetermining Hiring Specifications

Matching Applicants with Hiring Specifications

Matching Applicants with Hiring Specifications

Page 15: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-15

Compensating a Sales ForceCompensating a Sales Force

CommissionSalary

Combination

Page 16: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-16

Evaluating a Sales Person’s Evaluating a Sales Person’s PerformancePerformance

Qualitative

Quantitative

Page 17: 18-1. 18-2 Personal Selling and Sales Management Chapter 18 McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved

18-17

Key Terms and ConceptsKey Terms and ConceptsKey Terms and ConceptsKey Terms and Concepts

McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

Personal selling

Inside selling

Outside selling

Selling center

Systems selling

Global sales teams

Relationship selling

Telemarketing

Internet selling

Sales force automation

Personal selling process

AIDA

Methods of sales-force compensation

Quantitative evaluation bases

Qualitative evaluation bases


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Personal Selling 18 McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved

18-0 McGraw-Hill Ryerson © 2003 McGraw–Hill Ryerson Limited Corporate Finance Ross Westerfield Jaffe Sixth Edition 18 Chapter Eighteen Dividend Policy:

© The McGraw-Hill Companies, Inc., 2002 McGraw-Hill/Irwin Costing and the Value Chain Chapter 18

Irwin/McGraw Hill The McGraw-Hill Companies, Inc., 2000 · Slides by Matthew Will Chapter 2 Irwin/McGraw Hill ©The McGraw-Hill Companies, Inc., 2000. Irwin/McGraw Hill ... " Tools

Assessment Chapter 18 McGraw-Hill/Irwin © 2012 McGraw-Hill Companies. All Rights Reserved

McGraw-Hill©The McGraw-Hill Companies, Inc., 2001 Chapter 18 Frame Relay

Chapter 18 Measures of Association McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All Rights Reserved

McGraw-Hill©The McGraw-Hill Companies, Inc., 2004 Chapter 18 Virtual Circuit Switching: Frame Relay and ATM

[PPT]Chapter 18 ATM - McGraw Hill Higher Education · Web viewATM Design Goal ATM Topology ATM Architecture The McGraw-Hill Companies, Inc., 1998 WCB/McGraw-Hill Chapter 18 ATM Design

© 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

18-1. 18-2 18 Organized Crime, Counterterrorism, and Anti- money Laundering McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All

© 2000 The McGraw-Hill Companies, Inc. Irwin/McGraw-Hill 1 Session 18 Strategy Implementation

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McGraw-Hill©The McGraw-Hill Companies, Inc., 2000 Chapter 18 Domain Name System (DNS)

Chapter 18 The Tax Compliance Process McGraw-Hill Education Copyright © 2015 by McGraw-Hill Education. All rights reserved

18-1 McGraw-Hill/Irwin Human Relations, 3/e © 2007 The McGraw-Hill Companies, Inc. All rights reserved

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McGraw-Hill © 2000 The McGraw-Hill Companies 1 S M McGraw-Hill © 2000 The McGraw-Hill Companies

© McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

18. Antitrust Policy and Regulation McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved

1 18-1 McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc., All Rights Reserved

Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1999 PROJECT MANAGEMENT 18-1 Project Management

18-1 Short-Term Finance and Planning Chapter 18 Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

© The McGraw-Hill Companies, Inc., 2007 McGraw-Hill/Irwin Chapter 18 Managerial Accounting Concepts and Principles

Chapter 18 Pricing Policies McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill Companies, Inc. All Rights Reserved

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill Chapter 18 Special Types of Speeches

© The McGraw-Hill Companies, Inc., 2005 McGraw-Hill/Irwin 18-1 PROCESS COSTING Chapter 18

Theory versus Reality Chapter 18 Copyright © 2010 by the McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

McGraw-Hill The McGraw-Hill Companies, Inc., 2004

International Trade Chapter 18 McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved

18–1. 18–2 Chapter Eighteen Copyright © 2014 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin