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Personal Selling

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by

Sebastian Cadavid

on 21 October 2013

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Transcript of Personal Selling

Handling objections
Seek and clarify objections
Opportunities to provide more info.
objections - reasons to buy.

Recruiting and selecting salespeople
Build relationships with customers.
Customer problem solvers.
Close a sale.
Preapproach
Research
Learn
Focus

DESIGNING THE SALES FORCE STRATEGY AND STRUCTURE
Territorial Sales Force Structure. (low travel costs)
Product Sales Force Structure. (high travel costs because of variaty of agents)
Complex Sales Force Structures.
Set the sales force size.
TeamWork (outside and inside sales force)
Categorize
Communication


Prospecting and Qualifying
Identify potential customers.
Skilled staff.
Referrals.


Managing the Sales Force
Evaluating Salespeople and Sales Force Performance
Feedback
Principal source: Sales Report
Evaluate Members
Training Salespeople
E-learning
Increased ROI (return of investment)
Customer Relationship
Company Identity
Compensating Salespeople
Fixed amount
Variable amount
Expenses
Fringe Benefits

Supervising and Motivating Salespeople
Identify and solve problems
Internet sales
Setting sales quotas
The Personal Selling Process
Closing
Close the sale
Order
Agreement
Presentation and Demonstration
Understanding the customer and their needs
Communicate properly
Well balanced presentation

Follow-Up
Ensure customer satisfaction.
Approach
Opening lines
Key questions
Listening to the costumer
Por:
Sebastian Cadavid
Pedro Escobar Velasquez
Andres Gonzales Calad
Santiago Gonzales
Felipe Gómez Sánchez
Juan Pablo Martínez Molina
Juan Miguel Vélez
Full transcript