Recognize the kinds of salespersons, the steps in the personal selling process, and the major sales management tasks.
Personal selling is personal communication aimed at informing customers and persuading them to buy a firm's products. It is the most adaptable promotional method because the salesperson can modify the message to fit individual buyers.
The major types are order getters, order takers, and support personnel. The six steps in the personal-selling process are prospecting, approaching the prospect, making the presentation, answering objections, closing the sale, and following up.
Sales managers are involved directly in setting sales force objectives, recruiting, selecting, and training salespersons, compensating and motivating sales personnel, creating sales territories, and evaluating sales performance.
Learn More :
Distribution and Promotion of Products
- Uses of Public Relations
- Types of Public Relation Tools
- Factors Influencing the choice of Sales Promotion Method
- Sales Promotion Objectives
- Six Steps of the Personal-Selling Process
- Social & Legal Considerations in Advertising
- Major Steps in Developing an Advertising Campaign
- Types of Advertising by Purpose
- Combination of promotion methods a firm uses to reach a target market
- Partnering Through Supply: Chain Management
- Understand the types and uses of public relations.
- Describe sales promotion objectives and methods.
- Explain the three types of advertising and describe the major steps of developing an advertising campaign.
- Understand the basic elements of the promotion mix.
- Explain how integrated marketing communications works to have the maximum impact on the customer.
- Explain the five most important physical distribution activities.
- Distinguish among the major types of retailers and shopping centers.
- Discuss the need for wholesalers, describe the services they provide, and identify the major types of wholesalers.
- Understand how supply-chain management facilitates partnering among channel members.
- Identify the various distribution channels and explain the concept of market coverage.
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