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Relationship Marketing – Chapter 3 Introduction to Sales Management

Relationship Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer Relationship Management ,[object Object],[object Object],[object Object],[object Object],[object Object]

Personal selling builds relationship ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Personal selling builds relationship

Personal selling builds relationship ,[object Object],Easy to create personal relationship – interactive, repeat sales can arise. Difficult to create a personal relationship – one way. May need numerous attempt before a sales is closed. Can be repeated again and again to gain acceptance Costly to maintain a sales team Informative, persuasive and costly to maintain Choice of more products available – depends on salesperson Advertising is done for a wide spectrum of products. Chances of closing the sale is very likely. It may be converted into Sales Gets involve to improvise sales presentation to suit individuals and organization. Creates AIDA – A ttention, I nterest, D esire & Probable A ction Gets involved with the customer to close the sale Create awareness Personal Selling Advertising

Salespeople provide service ,[object Object],[object Object],[object Object],[object Object]

Relationship Marketing & Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object]

Relationship Marketing & Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Levels of relationship marketing ,[object Object],Partnering: The process where the salespeople of a company work closely with their customers (company) to help them in their progress of business, market and technology achievement. Relationship Selling: Involves a series of contacts with customers over along period of time, enhancing and improving to gain mutual benefit. This is not a one of transaction . Transaction Selling: Customers are sold goods or service and not contacted again. E.g. At your local McDonalds or KFC.

Key Features of Partnering ,[object Object],[object Object],[object Object],[object Object],[object Object]

Criteria for Successful Partnership ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Consultative Selling (CS) ,[object Object],[object Object]

Needs of Consultative Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Types of Consultative Selling Roles ,[object Object],[object Object],[object Object],[object Object],[object Object]

Types of Consultative Selling Roles ,[object Object],Team selling – This group brings together the suitable people and resources needed to make the sales call. The sales call may take place over the phone, in person by video teleconference. The customer may choose to respond accordingly. Top to Top – This is where the top executives of selling teams interact with the top executive of the buying team via computer technology.

Types of Consultative Selling Roles ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Relationship Gap ,[object Object],[object Object],[object Object]

Role of Technology and Information in Relationship Selling ,[object Object],[object Object],[object Object]

Electronic Selling( E-Selling) ,[object Object]

E-Selling and problems ,[object Object],[object Object],[object Object],[object Object],[object Object]

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