SALES MANAGEMENTSALES MANAGEMENT

Personal Personal

Selling Selling

Presented by Dr. Reza Hosseini

PERSONAL SELLINGPERSONAL SELLINGThe Role of the Sales ForceThe Role of the Sales Force

Personal selling Personal selling is include: is include:

• Face 2 Face communicationFace 2 Face communication

• Telephone communicationTelephone communication

• Video conferencingVideo conferencing

• Web conferencing (webinar)Web conferencing (webinar)

It is the interpersonal part of the Marketing Mix .It is the interpersonal part of the Marketing Mix .

Its belongs to the Promotion Its belongs to the Promotion

PERSONAL SELLINGPERSONAL SELLING

Salespeople: Salespeople:

they are making an effective relation between they are making an effective relation between the company and customers to achieve the company and customers to achieve company profit and satisfied customer and company profit and satisfied customer and make money for himself, by:make money for himself, by:

•Customers ConsultantCustomers Consultant

•Representing customers to the companyRepresenting customers to the company

•Working with marketing policies and plansWorking with marketing policies and plans

MANAGING THE SALES FORCEMANAGING THE SALES FORCE

Sales force management is:Sales force management is:

Planning , Organizing , Leading and Planning , Organizing , Leading and

Control of sales force activities.Control of sales force activities.

MANAGING THE SALES FORCEMANAGING THE SALES FORCE

Shaping Sales Force StructureShaping Sales Force Structure

MANAGING THE SALES FORCEMANAGING THE SALES FORCE

Shape geographical structure scopes Shape geographical structure scopes Each sales rep is appointed an exclusive geographic Each sales rep is appointed an exclusive geographic area and sells the company products or services to area and sells the company products or services to all customers in that dominion.all customers in that dominion.

•Defines salesperson’s duties. Defines salesperson’s duties. •Defines responsibilities.Defines responsibilities.•Cuts down sales expenses.Cuts down sales expenses.

MANAGING THE SALES FORCEMANAGING THE SALES FORCE

Planning product sales force structure Planning product sales force structure

structure where each salesperson sells along structure where each salesperson sells along

product lines product lines

•Improves product knowledgeImproves product knowledge

•Manage geographical conflictsManage geographical conflicts

MANAGING THE SALES FORCEMANAGING THE SALES FORCE

Planning customer sales force structurePlanning customer sales force structure

Shaping the structure where each salesperson sells Shaping the structure where each salesperson sells

along customer or industry lines along customer or industry lines

Improves customer relationshipsImproves customer relationships

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