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Lecture Marketing: The core (5/e): Chapter 17 – Kerin, Hartley, Rudelius

Chapter 17: Personal selling and sales management. When you finish this chapter, you should: Discuss the nature and scope of personal selling and sales management in marketing, identify the different types of personal selling, explain the stages in the personal selling process, describe the major functions of sales management,. | McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved. LO2 Identify the different types of personal selling. Explain the stages in the personal selling process. LO3 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 17, YOU SHOULD BE ABLE TO: Discuss the nature and scope of personal selling and sales management in marketing. LO1 Describe the major functions of sales management. LO4 17- MEET TODAY’S SALES PROFESSIONAL 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT LO1 Cambridge Sales Personal Selling Sales Management Selling Happens Almost Everywhere “Everyone Lives by Selling Something” 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT PERSONAL SELLING IN MARKETING LO1 Salespeople: Play a Large Role in the Marketing Program Link the Firm and Its Customers Are the Firm in Consumers’ Eyes 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT CREATING CUSTOMER VALUE LO1 . | McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved. LO2 Identify the different types of personal selling. Explain the stages in the personal selling process. LO3 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 17, YOU SHOULD BE ABLE TO: Discuss the nature and scope of personal selling and sales management in marketing. LO1 Describe the major functions of sales management. LO4 17- MEET TODAY’S SALES PROFESSIONAL 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT LO1 Cambridge Sales Personal Selling Sales Management Selling Happens Almost Everywhere “Everyone Lives by Selling Something” 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT PERSONAL SELLING IN MARKETING LO1 Salespeople: Play a Large Role in the Marketing Program Link the Firm and Its Customers Are the Firm in Consumers’ Eyes 17- SCOPE AND SIGNIFICANCE OF PERSONAL SELLING AND SALES MANAGEMENT CREATING CUSTOMER VALUE LO1 Identify Creative Solutions to Customer Problems Ease the Customer Buying Process Make the After-the-Sale Follow-Up Salespeople & Relationship Selling 17- FIGURE 17-A Comparing order takers and order getters 17- THE MANY FORMS OF PERSONAL SELLING ORDER TAKING LO2 Order Taker Outside Order Takers Inside Order Takers Order Clerks Sales clerks Inbound Telemarketing 17- Outside Order Getters Inside Order Getters Outbound Telemarketing THE MANY FORMS OF PERSONAL SELLING ORDER GETTING LO2 Order Getter 17- FIGURE 17-1 How outside order-getting salespeople spend their time each week 17- Sales Engineer Team Selling THE MANY FORMS OF PERSONAL SELLING CUSTOMER SALES SUPPORT PERSONNEL LO2 17- FIGURE 17-2 Stages and objectives of the personal selling process 17- THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS PROSPECTING LO3 Personal Selling Process Prospecting Stage 17- THE PERSONAL SELLING PROCESS: BUILDING RELATIONSHIPS .