3. Marketing Mix Place/Distribution Promotion Prices Product Advertising Public Relations Personal Selling Sales Promotio n Internet Sales Management Planning Motivating Budgeting Compensating Recruiting & Selecting Designing Territories Training Evaluating Performance Positions of Personal Selling and Sales Management in the Marketing Mix
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17. Driver Sales person Inside Order Taker Outside Order Taker Missionary Sales Person Sales Engineer Consultative Sales Person: Tangible Products Consultative Sales Person: Intangible Products Sales Facilitation Sales Support Sales Development
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23. Staff Assistant available for advises and support at any step along the ladder The executive ladder in personal selling President Vice – President of Sales National Sales Manager Regional/Divisional Sales Manager District Sales Manager Sales Supervisor Sales Person
24. President Vice President of Marketing Client-Team leader Product engineer Distribution logistics specialist Customer sales/force representative The executive ladder in team selling
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30. Salesperson Provides Stimuli Buyer Responses Sought Continue Process until Purchase Decision
32. Uncover and Confirm Buyer Needs Present Offering to Satisfy Buyer Needs Continue Selling until Purchase Decision
33. Define Problem Generate Alternative Solutions Continue Selling until Purchase Decision Evaluate Alternative Solutions
34. In order to be successful in today’s global business environment, salespeople must have a solid relationship building foundation. They must: Possess Excellent Communication Skills Understand Buyer Behavior Behave Ethically Be Trustworthy
35. In order to be successful in today’s global business environment, salespeople must also think and act strategically. The must develop strategies for: Their Sales Territories Each Sales Call Each Customer Each strategy is related to the other