personal selling & sells promotion
TRANSCRIPT
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
