Professional Documents
Culture Documents
Negotiation Persuasion
Consultative Selling
Business Management
Partnership Strategies
Marketing concepts
1) 2) 3) 4) 5)
Production concept Product concept Selling concept Marketing concept Societal concept
8.
9. 10.
Willingness to go to bat for the buyer within the supplier firm Thoroughness and follow through Knowledge of the sales persons product line Market knowledge and keeping the buyer posted Applying his product and services to buyers needs Knowledge of the buyers product line Preparation for sales calls Regularity of Sales calls Diplomacy in dealing with operating departments Technical education
The determination of sales force objective and goals Sales force organization, size, territory, and quota finalization Sales forecasting and budgeting Sales force selection, recruitment, and training Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship strategies with key customers
Focus
Factory
Means
Selling and promoting
Ends
Profits though sales volume
Selling concept
Market Customer needs Coordinated marketing Profits through customer satisfaction
Market concept
Job qualification
Job description
Planning
Recruitment
Selection Socialization
Organizational characteristics, company image and climate, styles of supervision, compensation, and motivation of the company
The success of the training programme depends on the ability, skill, and motivation of the sales trainer
Identification of specific problems Anticipating impending and future problems Management requests Interviewing and observing the personnel on the job Performance appraisal Questionnaire survey Checklist Attitude survey Interpersonal skill test
Didactic method - structure the lecture - reinforce the Message - aid concentration - material used for the lecture - make it memorable for the participants - deliver with dynamism - use questions Visual support Participative Conferences
Anticipatory socialization
Accommodation stage
Outcome stage