personal selling & sells promotion

Get ReadyFor

Personal Selling & Sales promotion

Presenter: FraternityDepartment of Marketing(Section: B ; 20th Batch)Faculty of Business StudiesUniversity of Dhaka

Thank you for being here today

Communicating

ServicingInformation gathering

prospecting

SALESPERSON

Different names of salesperson

Marketing Representative

District Manager

Sales Engineer

Account Executives

Sales Representative

Sales Consultant

Agent

Two way communication

More effective

Customer satisfaction

Making profit

Role of the Sales Force

Sales Force Management

Territorial Structure

Product Structure

Customer Structure

Complex Structure

Sales force strategy & structure

CapabilityQuantity

Sales Force Size

Carefully Recruiting Salespeople

HonestAttentive

Friendly

Self-Motivated

Independent

Customer Orientation

Job Commitment

Self-ConfidenceInitiative

Patience

EnthusiasmPersistent

DisciplinedDisciplined •

Hardworking

Hardworking

4Months training Strong return Web based

sales training

Training Salespeople

SalaryBonuses

CommissionExpenses

Fringe BenefitCompensation Elements

Annual call plan and time & duty analysis

Positive intention

Sales quotas

Use internet

Sales force automation system

Supervising Salespeople

Call Report

Expense Report

Sales report

Evaluating Salespeople

Prospecting and Qualifying

Pre approach

Handling ObjectionsClosing

ApproachPresentation and Demonstration

Follow-upFollow-up

Selling Process

Sales Promotion

Short term incentives

Which encourage purchase or sale

Customer Promotion•Increase sales•Generate product trial

Trade Promotion•Obtaining space•Encouraging retailers

Sales Force Promotion•Signing up new account

Sales Promotion

Consumer Promotion Tools

Trade Promotion Tools

Business Promotion Tools

Sales Promotional Tools

Key Decisions To Developing Sales promotion

Size of the incentive.

Conditions for participation

Promotion and distribution of the actual

sales promotion program

Length of the promotional program

Evaluation Surveys and experiments can be used