复旦大学：《营销管理》PPT课件讲义_Personal Selling and Sales Management

Personal Selling and Sales Management Chapter 19

Personal Selling and Sales Management Chapter 19

Roles in Personal Selling Order getters Order takers Order Delivery Team/Seminar Selling Sales Support

Roles in Personal Selling Order Getters Order Takers Order Delivery Sales Support Team/Seminar Selling

The Sales process Before the sale During the sale After the sale prospect h proact Build long term Relationships make presentation Prepare .Handle objections Close feedback

The Sales Process Before the Sale •Prospect •Prepare During the Sale •Approach •Make Presentation •Handle Objections •Close After the Sale •Build Long Term Relationships feedback

Prospect Prospecting--identify potential customer Qualifying--evaluating a prospect's potential

Prospect • Prospecting--identify potential customer • Qualifying--evaluating a prospect’s potential

Prepare Learn more about qualified prospects and how to create value

Prepare •Learn more about qualified prospects and how to create value

Approach Qualified Prospect Talk to the prospect and build a relationshil

Approach Qualified Prospect Talk to the prospect and build a relationship

he Presentation Stimulus response Formula Need satisfaction

The Presentation Stimulus Response Formula Need Satisfaction

HANDLING OBJECTIONS AND QUESTIONS OBJECTIONS ARE REQUESTS FOR INFORMATION

HANDLING OBJECTIONS AND QUESTIONS • OBJECTIONS ARE REQUESTS FOR INFORMATION

Build Long term Relationships Delivery schedules met Goods perform as promised Buyers employees are properly trained

Build Long Term Relationships • Delivery schedules met • Goods perform as promised • Buyer’s employees are properly trained

How Salespeople spend Their Time Administrative Telephone Tasks Selling 14% 20% Service Calls 13% Waiting/Traveling 23% Face-To-Face Selling 30%

How Salespeople Spend Their Time Administrative Tasks 14% Service Calls 13% Face-To-Face Selling 30% Waiting/Traveling 23% Telephone Selling 20%