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SALES MANAGEMENTPersonal Selling Presented by Dr. Reza Hosseini
PERSONAL SELLINGThe Role of the Sales Force
Personal selling is include: Face 2 Face communicationTelephone communicationVideo conferencingWeb conferencing (webinar)It is the interpersonal part of the Marketing Mix .Its belongs to the Promotion
PERSONAL SELLINGSalespeople: they are making an effective relation between the company and customers to achieve company profit and satisfied customer and make money for himself, by:
Customers ConsultantRepresenting customers to the companyWorking with marketing policies and plans
MANAGING THE SALES FORCESales force management is:Planning , Organizing , Leading and Control of sales force activities.
MANAGING THE SALES FORCEShaping Sales Force Structure
MANAGING THE SALES FORCEShape geographical structure scopes Each sales rep is appointed an exclusive geographic area and sells the company products or services to all customers in that dominion.
Defines salespersons duties. Defines responsibilities.Cuts down sales expenses.
MANAGING THE SALES FORCEPlanning product sales force structure structure where each salesperson sells along product lines Improves product knowledgeManage geographical conflicts
MANAGING THE SALES FORCEPlanning customer sales force structureShaping the structure where each salesperson sells along customer or industry lines
Improves customer relationships