Lecture Principles of Marketing - Chapter 16 presents the personal selling and sales promotion. The main contents of this chapter include all of the following: Personal selling, managing the sales force, the personal selling process, sales promotion. | Chapter Sixteen Personal Selling and Sales Promotion 1 Personal Selling and Sales Promotion Personal Selling Managing the Sales Force The Personal Selling Process Sales Promotion Topic Outline 2 Personal Selling Personal selling is the interpersonal part of the promotion mix and can include: Face-to-face communication Telephone communication Video or Web conferencing Personal Selling Note to Instructor This Web link is to one of many professional sales organizations—it is important to mention what a well respected field sales is as students often think of in-store retail sales only. Discussion Question Who has held a sales position? What were your responsibilities? You can the ask them to describe the job so you can use it as an example in future slides. Many students will have worked at inside sales positions and many of them have cold called extensively as part of their jobs. You can also ask them how they were paid—salary, commission, bonus? This will tie into future slides. 3 . | Chapter Sixteen Personal Selling and Sales Promotion 1 Personal Selling and Sales Promotion Personal Selling Managing the Sales Force The Personal Selling Process Sales Promotion Topic Outline 2 Personal Selling Personal selling is the interpersonal part of the promotion mix and can include: Face-to-face communication Telephone communication Video or Web conferencing Personal Selling Note to Instructor This Web link is to one of many professional sales organizations—it is important to mention what a well respected field sales is as students often think of in-store retail sales only. Discussion Question Who has held a sales position? What were your responsibilities? You can the ask them to describe the job so you can use it as an example in future slides. Many students will have worked at inside sales positions and many of them have cold called extensively as part of their jobs. You can also ask them how they were paid—salary, commission, bonus? This will tie into future slides. 3 Personal Selling Salespeople are an effective link between the company and its customers to produce customer value and company profit by: Representing the company to customers Representing customers to the company Working closely with marketing The Nature of Personal Selling Note to Instructor Examples of people who do the selling include: Salespeople Sales representatives District managers Account executives Sales engineers Agents Account development reps 4 Managing the Sales Force Sales force management is the analysis, planning, implementation, and control of sales force activities 5 Managing the Sales Force Designing Sales Force Structure Note to Instructor These are the four ways that sales responsibilities can be divided. Discussion Question How will a company decide which structure is best for them? The decision is based on how many product lines, how many industries, the size of the sales force, and the number of buyers. 6 Managing the Sales Force Territorial sales force .
