Professional Documents
Culture Documents
DISTRIBUTION
MANAGEMENT
WHAT IS SELLING?
WHAT IS MARKETING?
WHAT IS THE DIFFERENCE BETWEEN
SELLING AND MARKETING?
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FUNDAMENTAL
OF
SALES MANAGEMENT
SALES MANAGEMENT
Sales Management is the
the planning,
planning
direction, and control of personal
selling,
lli
i l di
including
recruiting,
iti
selecting,
l ti
equipping,
assigning,
routing,
supervising, paying and motivating as
these takes apply
pp y to the p
personal
Salesforce.
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Objective
Obtaining Sales Volume
Providingg Profit Contribution
Continuing Business Growth
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What is Selling?
Selling is just one of many marketing
components
Personal sellingg includes
Personal communication
Information
Persuasion
Helping others
Goods
G d
Services
Ideas
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Everybody
e ybody Se
Sells!
s!
Each of us develops communication techniques for
trying to get our way in life
You are involved in selling when you want
someone to do something
You use persuasion skills to persuade someone to
act
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cont
Selling for a Wholesaler
For resale
For use in pproducingg other ggoods
For use within an organization
Selling for a Manufacturer
Working for the firm who manufacturers the product
Usually one of the most prestigious jobs to hold
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S for Self-Confidence
A for Appearance
L for Listening
E for Enthusiasm
S for Service
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Exhibit 1.7: A S
Saless Personnel
s
C
Career Path
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Rewards
Non-financial
Non financial
Intrinsic reward of knowing youve skillfully
delivered a sales presentation
Quick path to managing large amounts of
responsibility
Quick path to managing others
Financial
Higher average salary than that of other workers
at the same level within the organization
Based upon performance, not tenure
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Caring for
customer
Self-control
in emotions
Harmony in
relationship
S l
Salesperson
Fairness
F
i
in the sale
Patience in
closing the
sale
Kind
to people
Faithful to
your word
Morally
ethical
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customers
Helps customers use products after purchase
Builds goodwill with customers
Provides
P id company with
i h market
k iinformation
f
i
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THANK YOU
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