Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling. | personal selling and sales management nineteen Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 1 LEARNING OBJECTIVES LO 19-1 Describe the value added of personal selling. LO 19-2 Define the steps in the personal selling process. LO 19-3 Describe the key functions involved in managing a sales force. LO 19-4 Describe the ethical and legal issues in personal selling. The Scope and Nature of Personal Selling 3 Professional Selling as a Career People love the lifestyle There is a lot of flexibility There is a lot of variety in the job Can be very lucrative Very visible to management and good for promotions Sales Jobs Website ©Royalty-Free/Corbis 4 The Value Added by Personal Selling Salespeople Provide Information and Advice Salespeople Save Time and Simplify Buying Salespeople Build Relationships ©Royalty-Free/Corbis 5 The Personal Selling Process 6 Step 1: Generate and Qualify Leads 7 | personal selling and sales management nineteen Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 1 LEARNING OBJECTIVES LO 19-1 Describe the value added of personal selling. LO 19-2 Define the steps in the personal selling process. LO 19-3 Describe the key functions involved in managing a sales force. LO 19-4 Describe the ethical and legal issues in personal selling. The Scope and Nature of Personal Selling 3 Professional Selling as a Career People love the lifestyle There is a lot of flexibility There is a lot of variety in the job Can be very lucrative Very visible to management and good for promotions Sales Jobs Website ©Royalty-Free/Corbis 4 The Value Added by Personal Selling Salespeople Provide Information and Advice Salespeople Save Time and Simplify Buying Salespeople Build Relationships ©Royalty-Free/Corbis 5 The Personal Selling Process 6 Step 1: Generate and Qualify Leads 7 Generate Leads ©Royalty-Free/Corbis 8 Step 2: Preapproach ©Royalty-Free/Corbis 9 Step 3: Sales Presentation and Overcoming Reservations Klaus Tiedge/Blend Images/Getty Images 10 Aligning the Personal Selling Process with the B2B Buying Process Personal selling process B2B buying process 11 Group activity: Role play a salesperson and a potential customer during the presentation. The customer should express several reservations; as the salesperson, how will you deal with them? Discuss each group’s performance. The B2B process must align closely with the selling process. A seller, for instance, shouldn’t be trying to close a deal when the buyer is just determining the product specifications. Step 4: Closing the Sale Getting the order Often most stressful part of sales process A “no” one day may be the foundation for a “yes” another Digital Vision/Getty Images 12 Step 5: Follow-Up 13 Why is personal selling important to an IMC strategy? What are the steps in the personal selling .
