MKT 304: Chap 14 Key Concepts Personal Selling

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Presentation transcript:

MKT 304: Chap 14 Key Concepts Personal Selling This slide refers to boldfaced terms appearing in Chapter 14. MKT 304: Chap 14 Key Concepts Personal Selling Basic sales tasks Order getters Order getting Order takers Order taking Supporting salespeople Missionary salespeople Technical specialists Team selling Major accounts sales force Sales territory Prospecting Sales presentation Prepared sales presentation Close Consultative selling Selling formula approach

The Importance & Role of Personal Selling Exhibit 14-1 This slide relates to material on pp. 330-332. : Indicates place where slide “builds” to include the corresponding point. The Importance & Role of Personal Selling : : : : : :

What Kinds of Personal Selling Are Needed? This slide relates to material on p. 332. : Indicates place where slide “builds” to include the corresponding point. Order-Getting Order-Getting Order-Taking Order-Taking Basic Sales Tasks Supporting : : :

The Right Structure Helps Assign Responsibility This slide relates to material on pp. 336-338. : Indicates place where slide “builds” to include the corresponding point. Different Markets, Different Tasks Different Markets, Different Tasks Major Accounts Sales Force Major Accounts Sales Force : Sales Force Size and Workload Telemarketing Telemarketing : : : :

Training to Meet a Job Description This slide relates to material on p. 341. : Indicates place where slide “builds” to include the corresponding point. Specific, Written Job Description Specific, Written Job Description Trained, Not Born Trained, Not Born All Salespeople Need Training : : :

Compensating and Motivating Salespeople This slide relates to material on pp. 342-343. : Indicates place where slide “builds” to include the corresponding point. Level of Compensation Method of Payment Level of Compensation Method of Payment Straight Salary Straight Commission Combination Plan Straight Salary Straight Commission : : :

The Rest of the Personal Selling Process Exhibit 14-4 This slide relates to material on pp. 348-349. : Indicates place where slide “builds” to include the corresponding point. The Rest of the Personal Selling Process : : + :

The Personal Selling Process (Short Version) Prospecting F e d b a c k Qualifying Preparation Sales Presentation Close Sale Follow-Up

Three Types of Sales Presentation This slide relates to material on pp. 347-348. : Indicates place where slide “builds” to include the corresponding point. Three Presentation Approaches Selling Formula Approach Prepared Approach Consultative Approach : : Prepared Approach Consultative Approach :