3. Product knowledge helps the salesman in his
communication
Customer- salesman identification
One who listens communicates better
Right sales message leads to effective
communication
4. Def: It
is a unique face to face transaction
between salesmen and a prospective customer
5. Determining & achieving the firms personal selling
obj
Formulating sales policies
Structuring the sales force
Deciding the sales force
Designing sales territories
Developing sales forecast & sales budgets
Fixing sales quotas
Creating sales force
Managing sales force
6. Managing marketing channels
Ensuring growth & development of new accounts
Sales communication & reporting
Sales coordination & sales control
Building the sales organization
Assisting marketing management in aspects like
product mix, pricing, distribution, advertising &
sales promotion
Creating & maintaining the right image for the
company & its products in the market
7. Publicity- oversee & influence the news that appear
about in the media
Conduct publicity campaigns around some
innovations being carried out by it or around
some topic of current importance to the public
like environmental issues, health, social welfare
etc.
Methods of publicity:
Sponsorship & Event Management
PR
8. When newsworthy events take place, business
firms associate themselves with such events as
sponsors. There are diverse methods of
sponsoring events- title sponsorship, co-
sponsorship, official supplier etc.
Deciding on the scope of sponsorship, the sponsor
gets a host of benefits & rights, this include
signage, tickets, hospitality, product category
exclusivity and the right to advertising, promotion
& publicity
9. Making an event spectacular through a variety of
communication & display techniques is the crux of
event management. The event can be anything, a
product launch, an exhibition, a contest, a stage
show, or a sport event.
10. Def- the term originates from the latin word
“adverto” which means to turn around.
Advertising thus denotes the means employed to
draw attention to any object or purpose.
11. Should be of interest to the audience
The audience should interpret the message in the
intended manner
The advertisement should influence the audience
12. Media- is the medium or channel for carrying the
intended advertising message to the target
audience.
13. Outdoor,
The print media
Direct mail
Audio/ visual/ audio- visual/ electronic media
14. Evaluating how far the communication task has
been accomplished
Evaluating how far the sales task has been
accomplished
15. In a specific sense, sales promotion includes those
sales activities that supplement both personal
selling & advertising & coordinate them & make
them effective