...The Personal Selling Process: The Personal Selling Process: 1) Prospecting: (Identifying Potential Customers) This can be done Mainly by Preparing List of: a) Current Customers, b) References, they might offer, c) Yellow Pages, d) Traders’ List, e) Club Members List, f) Traders’ Directory, g) Received Phone Callers, h) Family Friends, i) Social Media Circle, etc; 2) Qualifying: (Short Listing Prospective Customers) This should be based on whether they have the: a) Willingness: Identify, if the Prospect had a Problem with your Competitor Product, b) Purchasing Power: Obtain Credit rating, & find some More Business-Details, c) Authority to Buy: Find out, who is the influencer in the Company, Decision Maker & the Authority to Buy. 3) Pre- Approach: Find out all you can, about the Company & the Purchases, including : a) the Products Purchased in the past, b) Response, c) Liking & Disliking, d) interests of The Persons to be Contacted, etc; 4) The Approach: Now Prepare your Presentation by Selling Features Vs Benefits & also keep in mind the A.I.D.A - Techniques. A= Attract Attention, I = Create Interest & Maintain it, D = Arouse Desire & Offer to Fulfil it, A = Make the Customer to take ACTION ! & CLOSE the Sales.(The Most important Step!) 5) Follow-up: This is another Most important...
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...Lesson 1: Objective and scope of personal selling Learning objectives • To know the broad objectives of sales management • Definition of sales management • How a Sales executive acts as a coordinator • To know about personal selling In this lesson we will study about an overview of Sales Management. today must develop an integrative management style using adaptive, problem solving, extensive information, in many cases is an ever changing market place. The overwhelming majority of business environment workers are service providers such as investment bankers, consultants, and information technology specialists. Sales Mangers in the current business environment must have the ability to add value, which means functional expertise in sales and marketing along with knowledge of industry. However managers must also have the skills to lead, communicate, use changing technologies, build teams, motivate sales people, form strategic alliance with customers. These are times of drastic corporate downsizing in which sales orgranisations are expected to do more with less. Many internal and external changes in organizations have dictated the need to conduct business differently. External business environment has experienced changing technology, globalization, more competition and more demanding and sophisticated customers. Internal changes have included greater emphasis on quality levels in product and service output, faster communication channels and more educated, skilled employee base. The...
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...They hire millions local door-to-door representatives who know well about local culture. Meanwhile, to improve the quality of their workforce, Avon runs leadership program and on-the-job training seminar on a regular basis. Thirdly, Avon set up Avon foundation to help charitable program and women issues around the world. Fourthly, Avon also builds up its good reputation by workforce diversity and minority recruitment. 2. Describe how Avon’s business model has changed in light of demographic and social changes in the United States and abroad. What role has IHRM played in the company’s global expansion? In global market, Avon hires and trains the new local workforce in its door-to-door selling model (Avon’s salespeople and company representatives become more critical in their door-to-door selling in diverse markets). Avon’s distribution strategies also adapt to the local needs because of working women or other cultural and logistical considerations and include mail, phone, fax, retail outlets, and web site. Role of IHRM in global expansion: 1) Training in both virtual and time-based seminar. 2) Adapting and adjusting the operation to local industrial relations systems. 3. Since 70 percent of Avon’s...
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...Creating a Personal Selling Philosophy Abstract At some point, every transaction will require some elements of sales. More specifically, every business offers either a service or is selling a product. A career in sales can personally and financially prove to be rewarding and beneficial. In order to be a successful salesperson, one should develop a personal selling philosophy. Personal selling can be referred to as one of the major promotional methods used in business either by the people employed, by the total expenditures, or by the expenses as a percentage of sales. This paper will discuss developing a personal selling philosophy, selling factors style in a global environment, and examining a fit assessment. Creating a Personal Selling Philosophy Personal selling is the interactive process whereby a buyer and a seller negotiate an exchange process. It is usually, though not necessarily, carried out in a fact-to-face encounter between the parties [ (Blythe, 2009) ]. Personal selling is tailored specifically to respond to the customers’ needs and resolve their problem. Salespeople are encouraged to develop a personal selling philosophy based on the three prescriptions: adopt the marketing concepts, value personal selling and assume the role of a problem solver or partner. Sales trainers and writers have emphasized the problem-solving aspects of selling for many years now: the most successful presentations are those in which the customer does most of the talking...
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...Personal Selling & The Marketing Concept Personal Selling - A Definition and a Philosophy Personal Selling is a process of developing relationships; discovering needs; matching the appropriate products with these needs; and communicating benefits through informing, reminding, or persuading. The development of a personal selling philosophy for the information age involves three prescriptions: 1) Adopt marketing concept. 2) Value personal selling. 3) Assume the role of a problem solver or partner in helping customers make buying decisions. Personal Selling as an Extension of the Marketing Concept When a business firm moves from a product orientation to consumer orientation, we say that it has adopted the marketing concept. This concept springs from the belief that the firm should dedicate all of its policies, planning, and operation to the satisfaction of the customer. Promotion can be further subdivided into advertising, public relations, sales promotion, and personal selling. Personal selling is the major promotional method used in business. Evolution of Consultative Selling Consultative selling emphasizes need identification, which is achieved through effective communication between the salesperson and the customer. The salesperson establishes two-way communication by asking appropriate questions and listening carefully to the customer's responses. The salesperson assumes the role of consultant and offers well-considered recommendations...
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...Chapter 17: Personal Selling and Sales Promotion 1. Under what conditions does personal selling typically become a primary component of the firm’s promotional mix? * Consumers: geographically concentrated and relatively low number of them * Product: expensive, custom made, special handling requirements * Price: relatively high * Channels: relatively short 2. Describe over-the-counter and field selling. Which is more expensive? Over-the-counter selling: personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business Field Selling: sales presentations made at prospective customer’s locations on a face-to-face basis *More expensive 3. Distinguish between inbound and outbound telemarketing. Inbound: customers who initiate calls to obtain information and place orders Outbound: salesperson who makes a call to the customers 4. List/discuss the three major personal selling approaches. Relationship Selling: regular contacts between sales rep and customers over an extended period of time to establish a sustained buyer-seller relationship Consultative Selling: meeting customer’s needs by listening to them, understanding their problems, paying attention to details, and following through after the sale Team Selling: selling situation in which several sales associates or other members of the organization are recruited to help the lead sales rep reach all those who influence the purchase...
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...HANSON CANADA PROFESSIONAL SELLING SAMPLE OF QUESTIONS 1) Many studies dealing with incomes earned in the business community tell us that: A) salespeople earn significantly higher incomes than most other workers in the business communitY. B) salespeople earn siigntly less than other workers in the business community. C) salespeople earn about the same income as other persons in the business communitY. D) there are no relevant studies that link income and the salesperson. Answer: A ' 2) Which of the following statements accurately describes a career in selling? A) salespeople generally do not have good job security Bi salespeople have numerous opportunities to advance to middle-management ranks C) salespeople generally have lower incomes D) salespeople have limited opportunities for advancement Answer: B 3) ln sales, CSR stands for: A) Computer Sales Representative. B) Customer Service Representative. C) Customer Satisfaction Representative. D) Competitor Status Rating. Answer: B 4) All of the following describe a category of sales personnel in the field of manufacturing excePf: A) rack jobber. B) sales engineer, C) field salesPerson. D) detail salesPerson. Answer: A 5) All the following statements regarding careers in personal selling are true except: A) Sales careers can provide above-average psychic income. ei fne skills and knowledge needed to achieve success in the various selling careers vary greatlY. c) salespeople today have many...
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...For the past couple of months I have been working at Fun House pizza in Lee's Summit, MO as a cook. My goal has been to save up around $4,000 and then sell my 2002 SS Monte Carlo so I can buy a new car. So the time comes to where I have enough money saved to sell the Monte Carlo. I come to the decision that I could get the most money if I post it on craigslist so I did and within an hour I got a cool from someone who wanted to buy the car so I sold the Monte Carlo later on that afternoon, but when I sold it I forgot to take my plates off the car which at that point in my life did not know mattered. Alright now I got all they money I had earned and I was looking for a new vehicle. I looked around a couple of days for a SUV and I found a 2004 sport ford explorer. I wanted to go look at the SUV so I asked a buddy of mine if he would take me out to Compass Motors in Kansas City and he agreed. He comes to pick me up and we head out to Compass Motors we arrived and I got to drive the SUV around and I thought it was good so I bought it. I soon found out that was a mistake when I later on arrived home and showed it to my father, grandfather, and my mother who all told me that I had made the wrong decision and needed to return the SUV and would be lucky to get my money back. That next morning me, my father, and grandfather all went back down to Compass Motor to talk to the man who sold me the car to go get my money back. Me and my father go into the store and talked to the man who sold...
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...Curriculum Vitae Personal information Name : Jack Assai Emrazian Date / place of birth : 22 / 11 / 1995 , Kuwait Nationality : Armenian / Syrian Mobile number : 51591005 Gender : Male Academic Records * Attended and graduated from the(Armenian school of Kuwait )in 2013 * Attending ( the arab open university ) & studying business administration as a stage 2. Duties & experiences * 1 years selling experience in galleries * 2 years experience as a receptionist and costumer service department in advertisement designing company (neon center). * Interacting with costumers regularly to gain feedback on a quality and service effectiveness * Maintaining strong and cordial relationships with corporate sales level * Responsible for account, calls , sales budgets * Google knowledge of Microsoft office software including word , excel and outlook * Can communicate information and ideas to others in an understandable manner * Responsible for selling minerals and different type of materials * Ability to find out a client advertising needs and then match a solution to them Sales skills * A confident telephone manner * Can demonstrate effective sales presentations on a face to face level * Can meet a client to build close relationships with them * Knowledge of doing a consultative sell by listening to a costumers requirements and discussing a product benefits * Able to communicate effectively...
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...Mr. Shaddock about sales and the life that accompanies personal selling. Before the interview, I viewed personal selling as necessary, but never bothered to delve deeper and conceptualize the reasons behind the importance of personal selling. This assignment has changed my perspective on 5 key aspects of personal selling: teamwork skills, customer value proposition, self-leadership, sales dialogue planning, and the characteristics of sales careers. These aspects give a more comprehensive outlook on personal selling and how it applies to my life. Teamwork is one of the skills that remain an essential part of any organization. One of the first questions I asked Mr. Shaddock was to “Describe the importance of leadership and teamwork in your field?” He replied, “If I can’t rely on my guys and vice versa, how would we anything get done? Teamwork is fundamental at this level.” A very simple response, but when referring back to Sell 4 and the skills that translate to increased sales and organizational performance, it proves relevant. To be specific, understanding the other individuals and showing personal integrity are two teamwork skills that I have come to value highly. Understanding the other individuals is key when attempting to grow the salesperson/customer relationship because without comprehending what is important and why, the salesperson cannot adequately fulfill the needs of the customer. On the other hand, personal integrity brings the element of trust into the equation...
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...merchant accounts. The Argus Company is driven by the mission of simplifying and easing payment processing through the provision of cost efficient services. They provide remarkable customer services and offer robust support. It offers competitive rates to clients and accept all types of industries that include small, medium and large businesses. Due to the qualities that this company has, an interview with a salesperson in this company was conducted and the responses to the questionnaires provided in the paper. His name is Kevin Hart and serves in the sales representative department of the merchant company. The interviewee was entitled to the sales representative job title at the company and was entitled to debt collection services, selling of credit information, subscription of business publications and the advertisement of other financial services. His duties involve spending most of the time travelling from one locality to another, and this includes interstate locations and countries. The interviewee works at the Argus Merchant Services company at the sales department. The company that he works for provides flexible debit and credit card payments to clients and enables them to shape their business infrastructure. It is ranked as one of the prominent merchant services company in Asia. The interviewee has been at the firm for a period of one month. He has familiarized himself with the company during that time and has undertaken the sales representative duties successfully...
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...under Law No. 40/2007 and Law No. 8/1995 about capital markets. Indofood applied some entry modes .The most common method of buying and selling goods internationally is exporting and importing. Indofood company also do exporting and importing in it’s business. Indofood has ability to expand regionally and globally. Drawing on First Pacific's experience in marketing goods across Asia and Nissin Food's worldwide expertise in the food business, Indofood have more capability to accelerate its expansion into regional markets. Moreover, Indofood’s instant noodles last year, the company exported products to more than 35 countries, which accounted for approximately 15% of revenues and it is expected that there is room to significantly increase this proportion. (Indofood Annual Report, 2005). There are three main reasons why this company begin exporting : 1. Expand sales 2. Diversify sales 3. Gain experience Indofood aply direct exporting, that is by selling the product directly to the end users. Typically, they rely on either local sales representatives or distributors. Sales representatives (wheter an individual or an organization) represent only its own company’s products, not those of other companies. They promote the product in many ways, such as by attending trade fairs and making personal visits to local retailers and wholesellers. Through indirect exporting, Indofood also has intermediaries, that is agents, individuals...
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...Curriculum Vitae Personal information Name : Jack Assai Emrazian Date / place of birth : 22 / 11 / 1995 , Kuwait Nationality : Armenian / Syrian Mobile number : 51591005 Gender : Male Academic Records * Attended and graduated from the(Armenian school of Kuwait )in 2013 * Attending ( the arab open university ) & studying business administration as a stage 2. Duties & experiences * 1 years selling experience in galleries * 2 years experience as a receptionist and costumer service department in advertisement designing company (neon center). * Interacting with costumers regularly to gain feedback on a quality and service effectiveness * Maintaining strong and cordial relationships with corporate sales level * Responsible for account, calls , sales budgets * Google knowledge of Microsoft office software including word , excel and outlook * Can communicate information and ideas to others in an understandable manner * Responsible for selling minerals and different type of materials * Ability to find out a client advertising needs and then match a solution to them Sales skills * A confident telephone manner * Can demonstrate effective sales presentations on a face to face level * Can meet a client to build close relationships with them * Knowledge of doing a consultative sell by listening to a costumers requirements and discussing a product benefits * Able to communicate effectively...
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...Mary West The Smart Guide to Successful Social Selling Tweets Chief Marketing O cer at Omni Corp Lives in San Francisco, California From Mooroolbark, Victoria, Australia Knows English, Swedish, Dutch and 12 others Mary Wes Chief Marke Current Previous Education San Francisco, C Mary West @marywest CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA Send a me 6,384 341 Following Followers 32,481 Follow SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation. © 2014 Salesforce.com. All rights reserved. 79% of salespeople who use social media as a selling tool outperform those who don’t. -Social Media and Sales Quota Survey If you had been told 10 years ago that your customers would write down all their wants, needs, opinions, and thoughts and then publish them...
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...Personal Selling Professor Carter Snider February 9th, 2014 The New Selling of America The New Selling of America video described how the sales profession has evolved over time and what it takes to be a salesperson in today’s environment. Currently, there are 50 million new jobs that are created every day and two trillion dollars worth of transaction occurs every year. America is seen as a power when it comes to sales and it is vital that it continues to get new sales people who can compete in this era of globalization. The image of salespeople in America has always been negative because of the way they are perceived. Sales people are perceived as being aggressive, pushy and persistent. In order to become a good salesperson and avoid being seen as negative, it is very important to understand the science and art of selling The history of sales in America was characterized by going door to door and trying to sell items to people. John Henry Pattison later invented all the sales techniques that are mostly used today. Unlike in the 50s where sales people would just provide information for their customers and sell their product, salespeople today are tasked with developing trust and building long term relationships with their customers. A salesperson should be viewed as a trusted advisor and someone who cares about their customers. Salespeople also require analytical skills in order to understand trends that constantly evolve. Creating good salespeople in America will...
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