Personal Selling MKTG 3104
Popular in Marketing Management
Popular in Marketing
This 3 page Class Notes was uploaded by Abby Butterfield on Monday May 2, 2016. The Class Notes belongs to MKTG 3104 at Virginia Polytechnic Institute and State University taught by Donna Wertalik in Spring 2016. Since its upload, it has received 26 views. For similar materials see Marketing Management in Marketing at Virginia Polytechnic Institute and State University.
Reviews for Personal Selling
Report this Material
What is Karma?
Karma is the currency of StudySoup.
You can buy or earn more Karma at anytime and redeem it for class notes, study guides, flashcards, and more!
Date Created: 05/02/16
Personal Selling 4.18.16 ** Everyone has experience selling: Pitching personal brand or desire/idea Scope and Nature of Personal Selling 1. Internet 2. Telephone 3. Face-to-face 4. Teleconference Personal Selling: • Marketplace on person-to-person relationships • Salespeople save time, simplify buying, and build relationships • Process: 1. Generate and qualify leads ▪ Where do you get leads from? ▪ Networking events ▪ Online searching ▪ Trade shows ▪ Current customers ▪ Cold calls, telemarketing ▪ Important to understand needs ﬁrst before seeking a lead —> Better to understand where to look and how to look 2. Pre-approach ▪ Extends the qualiﬁcation procedure ▪ Background research on anticipating lashback 3. Sales presentation and overcoming reservations ▪ Presentation ▪ Handling reservations 4. Closing the sale ▪ Developed relationship leads to future sales/relationships ▪ “ABC” = Always be closing ▪ Most stressful part of sales process 5. Follow-up ▪ Hand written notes are Donna’s favorites ▪ Quality dimensions: ▪ Reliability ▪ Responsiveness ▪ Assurance ▪ Empathy ▪ Tangibles B2B Process of Selling 1. Recognize need 2. Product speciﬁcation 3. RFP process 4. Proposal analysis and supplier selection 5. Order speciﬁcation 6. Performance assessment Role Play #1: Selling VT to prospective parent/child (Max, Laura, Michael) Role Play #2: Developing a Relationship Strategy (Brianna, Mike) A - always B - be C - closing A - attention I - interest D - desire A - action Managing the Sales Force • Sales force structure (reporting structure of partners chain) ◦ Representatives from manufacturers ▪ Smaller ﬁrms, new markets, not employees of brand ◦ Company sales force ▪ Larger ﬁrms, employees of brand • Recruiting and selecting salespeople (good reputation goes a long way) ◦ Personality, empathy, self-motivation, resilience, optimism • Sales training ◦ Selling, negotiating techniques ◦ Products and service knowledge ◦ Technologies used in selling process ◦ Time and territory management ◦ Company policies and procedures ◦ Duration depends on company • Motivating and compensating salespeople • Evaluating salespeople Ethical and Legal issues • Gifting is very controversial
Are you sure you want to buy this material for
You're already Subscribed!
Looks like you've already subscribed to StudySoup, you won't need to purchase another subscription to get this material. To access this material simply click 'View Full Document'