sales promotion & personal selling
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Sales Promotion & Personal SellingSales Promotion & Personal Selling
AAmit K. Srivastava
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Learning Objectives
Define and State The Objective Of Sales Promotion.
Discuss and most common forms of sales promotions.
List of most common forms of trade sales promotion.
Describe personal selling.
Discuss the key difference between relationship
selling and traditional selling.
List the steps in selling process.
Describe the function of sales management.
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Sales Promotion Objectives
Consumer Sales PromotionConsumer Sales Promotion Consumer MarketConsumer Market
Trade Sales PromotionTrade Sales Promotion Goal = Drive immediate Purchase= Influence Behavior
Goal = Drive immediate Purchase= Influence Behavior
Trade Sales PromotionTrade Sales Promotion Marketing ChannelMarketing Channel
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Uses Of Sales Promotions
Immediate Purchase
Boost Consumer Inventory
Increase Ad Effectiveness
Increase Trial
Encourage Repurchase
Encourage Brand Loyalty
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Tools For Sales Promotion
Consumer Coupons & Rebates
Premiums
Loyalty Market Program
Contests & sweepstakes
Sampling
Points of Purchase Promotions
Trade Trade Allowances
Push money
Training
Free Merchandise
Store Demonstrations
Invention and Trade Show
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Advantage Of Personal Selling
Detailed Explanation or Demonstration
Variable Sales Message
Directed at Qualified Prospects
Controllable Adjustable Selling Costs
Effective at Obtaining Sale and Gaining Customer Satisfactions
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Types of Personal Selling
Traditional
Relationship
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Steps in selling process
Generate Leads
Quality Leads
Probe Customer Needs
Development Solutions
Handle Objections
Close the Sales
Follow up
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Generating Needs
Advertising PublicityDirect Mail /
Telemarketing
ReformsInternet / Website
Cold Calling
Company RecordsTrade Show /Convention
Network
Advertising Publicity
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Developing and proposing solutions
Sales Proposals
Sales Presentation
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Handling objections
View Objection and Requesting For Information
Anticipate Specific Objection
Use the Objection to Close the Sale
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Closing the sale
Looks For Customers SignalsKeeps on Open Mind Negotiate
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Following up
Ensure Delivery
Goods or Service Perform As Promised
Employees are Trained
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Sales management responsibilities
• Define Sales Goals and Sales process• Determine Sales Force Structure• Recruit and Trained Sales Force• Compensate and Motivate Sales Force• Evaluate Sales Force
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Numerous ways to Organize Sales Force
Geographic Region
Product Line
Marketing Function
Market or Industries
Client Account
Sales force structure
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Training the sales force
Training Includes
Company Policies & Practice
Selling Techniques
Product Knowledge
Industry & Customer Characteristics
No. of Selling Duties
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Evaluate the sales force
Sales Volume
Contribution to Profit Average Calls a Day Productive Calls Per Day Calls Percentage Achieving Goals
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Thank you
AAmit K. Srivastava