chapter 13 Selling and Sales Management Harcourt, Inc. Dr. Rosenbloom Objectives  Identify and understand the Identify and understand the critical factors of personal critical factors of personal selling selling  Discuss how selling has evolved Discuss how selling has evolved  Evaluate the advantages and Evaluate the advantages and disadvantages of sales as a disadvantages of sales as a profession profession Dr. Rosenbloom  Describe the selling Describe the selling environments and types of environments and types of personal selling personal selling  Understand the sales process Understand the sales process  Appreciate the tasks and Appreciate the tasks and functions of the sales manager functions of the sales manager  Recognize legal/ethical issues Recognize legal/ethical issues Objectives Dr. Rosenbloom Draft Worldwide Draft Worldwide Payne Webber Payne Webber Personal Selling Dr. Rosenbloom  A form of person to person A form of person to person communication in which a communication in which a salesperson works with salesperson works with prospective buyer and attempts prospective buyer and attempts to influence purchase in the to influence purchase in the direction of his or her direction of his or her company’s products or services company’s products or services Personal Selling Defined Dr. Rosenbloom  Allows the firm to Allows the firm to immediately respond to the immediately respond to the needs of the prospect needs of the prospect  Allows for immediate Allows for immediate customer feedback customer feedback  Results in an actual sale Results in an actual sale Importance of Personal Selling Dr. Rosenbloom  Hard sell: Formerly thought Hard sell: Formerly thought customers had to be forced into customers had to be forced into making a purchase making a purchase  Relationship selling: Now selling Relationship selling: Now selling requires the development of a requires the development of a trusting partnership in which the trusting partnership in which the salesperson seeks to provide long- salesperson seeks to provide long- term customer satisfaction term customer satisfaction Evolution of Personal Selling Dr. Rosenbloom  WalkerInformation WalkerInformation Relationship Selling Dr. Rosenbloom  Employment in sales is growing Employment in sales is growing  Sales positions offer advantages: Sales positions offer advantages:  Good compensation Good compensation  Intrinsic reward from helping customers Intrinsic reward from helping customers  Flexible in day-to-day activities Flexible in day-to-day activities  High-visibility career track High-visibility career track  Limited supervision Limited supervision  Travel opportunities Travel opportunities  Increasing responsibilities Increasing responsibilities Why choose the sales profession? Dr. Rosenbloom  Lawson Software Lawson Software Leading Edge Technology . Rosenbloom  Describe the selling Describe the selling environments and types of environments and types of personal selling personal selling  Understand the sales process Understand the sales process  Appreciate. selling selling  Discuss how selling has evolved Discuss how selling has evolved  Evaluate the advantages and Evaluate the advantages and disadvantages of sales as a disadvantages of sales. chapter 13 Selling and Sales Management Harcourt, Inc. Dr. Rosenbloom Objectives  Identify and understand the Identify and understand the critical factors of personal