2003 McGraw-Hill Companies, Inc.

, McGraw-Hill/Irwin
Nature of Personal Selling and
Sales Management
Pervasiveness of Selling
Personal Selling in Marketing
Creating Customer Value through
Salespeople: Relationship and
Partnership Selling
SCOPE AND SIGNIFICANCE OF
PERSONAL SELLING AND
SALES MANAGEMENT
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Order Taking
Order Getting
THE MANY FORMS
OF PERSONAL SELLING
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
How outside order-getting salespeople spend
their time each week
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Customer Sales Support Personnel
Missionary salespeople
Sales engineer
Team selling
THE MANY FORMS
OF PERSONAL SELLING
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Prospecting
Preapproach
Approach


THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Stages
and
objectives
of the
personal
selling
process
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Presentation
Stimulus-Response Format
Formula Selling Format

THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Presentation
Need-Satisfaction Presentation
Adaptive selling
Consultative selling
Handling Objections
Close
Follow-Up
THE PERSONAL SELLING
PROCESS: BUILDING
RELATIONSHIPS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
THE SALES
MANAGEMENT PROCESS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Sales Plan Formulation
Setting Objectives
Organizing the Salesforce
THE SALES
MANAGEMENT PROCESS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Organizing
the
Sales
Force by
customer,
product,
and
geography
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by customer
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by product
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the sales force by geography
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Organizing the Salesforce (cont)
Major account management
Workload method
Developing Account Management
Policies
THE SALES
MANAGEMENT PROCESS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Account management policy grid
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Sales Plan Implementation
Salesforce Recruitment and Selection
Emotional intelligence
THE SALES
MANAGEMENT PROCESS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
U.S. salesforce composition and change
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Sales Plan Implementation
Salesforce Training
Salesforce Motivation and Compensation

THE SALES
MANAGEMENT PROCESS
2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
Salesforce Evaluation and Control
Quantitative Assessments
Behavioral Evaluation
Salesforce Automation and Customer
Relationship Management
Salesforce Computerization
Salesforce Communication
THE SALES
MANAGEMENT PROCESS