1. Principles and Practice of Marketing
David Jobber
Chapter 12 Personal Selling and Sales Management 1 1

2. D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill
Types of selling
The selling function
There are many types of selling jobs
Selling varies according to the nature of the selling task
Order-takers
Order creators
Order-getters
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 2

3. D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill
Types of selling
The selling function
Inside order-takers
Order-takers
Delivery salespeople
Order creators
Outside order-takers
Order-getters
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 3

4. D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill
Types of selling
The selling function
Order-takers
Order creators
Missionary salespeople
Order-getters
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 4

5. D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill
Types of selling
Front-line salespeople
The selling function
Technical support salespeople
Order-takers
Merchandisers
Sales support salespeople
Order creators
New business salespeople
Organizational salespeople
Order-getters
Consumer salespeople
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 5

6. Sales responsibilities
Profitable sales
Prospecting
Providing service
Maintaining customer records and information feedback
Relationship management
Self-management
Handling complaints
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 6

7. The selling process Preparation The opening
Need and problem identification
Presentation and demonstration
Dealing with objections
Closing the sale
The follow-up
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 7

8. Marketing strategy and the management of the salesforce
Salesforce size
Salesforce organization
Personal selling objectives and strategies
Setting objectives
Designing the salesforce
Recruitment and selection
Training
Managing the salesforce
Motivation and compensation
Evaluation and control of total sales operation
Evaluation of salespeople
D Jobber, Principles and Practice of Marketing, © 1998 McGraw-Hill 8