Waqas Khaliq

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 WAQAS KHALIQ Wealth Manager

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Video

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Objectives

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Objectives

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Personal Selling Defined

 A form of person to person communication

in which a salesperson works with prospectivebuyer and attempts toinfluence purchase inthe direction of his or 

her company’s products or services 

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Importance of Personal Selling

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Evolution of Personal Selling

Hard sell: Formerly thought customers had to

be forced into making apurchase

Relationship selling: Nowselling requires the

development of a trustingpartnership in which the

salesperson seeks toprovide long-termcustomer satisfaction

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Why choose the sales profession?

Employment in sales isgrowing

Sales positionsoffer advantages:

• Good compensation• Intrinsic reward fromhelping customers

• Flexible in day-to-day activities

• High-visibility career

track• Limited supervision

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SalesManagement

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Sales Management

Recruit, train,motivate, andevaluate their

sales team

Manage

territories

Developsales plansand salesforecasts

Identify business

opportunitiesand create

appropriatestrategies

Encouragethe salesteam tocreate

added-valuefor the

customer

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Recruiting

Individuals with desirable salesperson traits

Sales Management

Salesperson

Empathetic 

Competitive 

Goal-oriented 

Adaptive 

Customer-oriented 

Enthusiastic 

Organized 

Self-motivated 

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Sales Force Training

Sales Management

Train the new sales representatives on productand customer knowledge and selling skills

Sales training is expensive but the pay off is worthit.

 All sales representatives should periodically receive training to keep up-to-date and to keeptheir skills honed

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Motivating the Sales Force

Sales Management

Sales Force Quotas

Provide further motivation to salespeople and

to encourage salespeople to focus on thepriories of the company 

Reward when the pre-specified performance

level (quota/target) is reached

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Motivating the Sales Force

Regular praising of salespeople and let them

know their efforts are appreciatedRapport-building (connection), open

communication, and modeling behavior

Good sales management feedback

Sales Management

Sales Coaching

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The sales force have greater security but

no desire to put extra efforts

Sales Management

Sales Force Compensation

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 A great deal of insecurity due touncontrollable factors like economic

recession

Sales Management

Sales Force Compensation

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Salary plus Commission

Sales Management

Sales Force CompensationBonus paid onthis difference

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• Communication skills, productknowledge, attitude, sellingskills, initiative,appearance/manners,

knowledge of competition etc.

Qualitative

• Deposits, Ijarah and Muskan

• No. of Accounts

Quantitative

Sales Management

Evaluation of Performance

Sales managers should provide continual guidance and feedback

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Territory (Area) Organization and Management 

The sales manager should help the sales forcemaximize their territories’ potential 

Make sure that the salespeople are not meeting theirtargets from one key buyer

Ensure no potential accounts are being overlooked inany given territory 

Sales Management

Territory Potential

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Sales Force Technology

The use of technology among sales forces is

growing and is beneficial

Computer literacy is a must

Notebook computers, cellular phones etc. addsto benefits

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Legal and Ethical issues

Obey theinstructions

of the

company 

 Act with“due

diligence” 

Beresponsible

for thecompany’sproperty 

Exhibitloyalty 

Relay information

to thecompany 

that isrelevant

Salesperson’s Obligations 

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