Personal Selling

Salespeople have many names

Agents Sales Consultants Sales Representatives Account Executives Sales Engineers District Managers Marketing representatives Account Development Representatives
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SALESMANSHIP DEFINITION
Salesmanship is the art of successfully persuading prospects or customers to buy products or services from which they can derive suitable benefits, thereby increasing their total satisfaction. It is also defined as a seller initiated effort that provides prospective buyers with information and other benefits, motivating or persuading them to decide in favour of the sellers products or services

SPECIFIC CHARACTERISTICS OF A SUCCESSFUL SALESMAN

People Skills Ability to motivate, lead, communicate and coordinate effectively Managing Skills- Administrative skills like planning, organizing, controlling & decision making Technical Skills Training, Selling skills, negotiating skills, use of IT, problem solving abilities, Product knowledge

DIVERSITY OF PERSONAL SELLING SITUATIONS Personal Selling situations Service Selling

Inside Order Taker , Delivery Salesperson ,Merchandising Salesperson, Missionary, technical Sales person

Developmental Selling
Creative sales person of tangibles, Creative salesperson of intangibles

Creative Selling
Political, Indirect, Back door Salesperson in multiple Sales

SERVICE SELLING
Inside Order taker here the salesperson waits on customers (e.g Sales Counter person) Delivery Salesperson Engaged in delivering the product (Person who delivers Milk, Eggs) Merchandising/Route Sales Person Works as an order taker on field mainly with retailers Missionary _Works only to create goodwill and disseminate information . Does not do any order taking Technical Sales Person Emphasizes technical Knowledge and educates customer

DEVELOPMENTAL SELLING
Creative sales person of tangibles Sales person selling vacuum cleaners , encyclopedias

Creative sales person of intangibles- Sales person selling Insurance, advertising services, Educational programs

CREATIVE SELLING (DEVELOPMENTAL)

Political /Indirect/Back Door Selling big ticket items by catering to the other interests of the customers (which have no connection with the product) Salespersons engaged in multiple salesWhere the sales person is required to make presentation to various entities of an organization (Ad agency salespersons making presentations to selection committee, creative department, product department etc)

FUNCTIONS OF A SALESPERSON
TWO SETS : OPERATIONAL & PLANNING

OPERATIONAL FUNCTIONS
SALES MANAGEMENT CLIENT RELATIONSHIP MANAGEMENT LIASIONING WITH MIDDLEMEN & OTHER TRADE PARTNERS

PLANNING FUNCTIONS
SETTING PERSONAL GOALS CREATING PERSONAL SALES STRATEGY CREATING CLIENT LIST

FUNCTIONS OF A SALES MANAGER

1) FORMULATION OF SALES POLICY 2) MARKET ANALYSIS 3) SALES FORECASTING 4) SALES CAMPAIGN & PROMOTION 5) PRICING / PACKING / BRANDING / & DISTRIBUTION POLICIES 6) TRAINING OF SALESPERSONS 7) TERRITORY ALLOCATION & QUOTA SETTING