PROFESSIONAL SELLING

1
PROFESSIONAL SELLING

• MAR 4400
• FRED PRAGASAM

2
COURSE DESCRIPTION AND EXPECTATIONS
3
ROLE OF SELLING IN MARKETING

• ITS IMPACT ON CORPORATE STRATEGIC DECISIONS
• CORPORATE PROFITS
• NEW PRODUCT SUCCESS
• IMPACT ON LOGISTICS
• COMPLIMENTS OTHER MARKETING EFFORTS(4 Ps)

4
TYPES OF SELLING

• TRANSACTION-FOCUSSES SELLING
• TRUST BASED RELATIONSHIP SELLING
• TO SECURE,BUILD AND MAINTAIN LONG TERM
  RELATIONSHIP WITH PROFITABLE CUSTOMERS
• CONSULTATIVE SELLING

5
SALES PROCESS

• SELLING FOUNDATIONS(UNDERSTANDING BUYER,TRUST AND
  ETHICS,COMMUNICATION SKILLS)
• SELLING STRATEGY(SALES TERRITORY,PLANNING,SALES
  CALL)
• INITIATE CUSTOMER RELATIONSHIPS
• DEVELOPING CUSTOMER RELATIONSHIP
• ENHANCING CUSTOMER RELATIONSHIP

6
SALES ENVIRONMENT

• SELLING IN RETAILS
• DIRECT SALES
• SELL FOR A WHOLESALER
• SELLING FOR A MANUFACTURER
• ORDER TAKERS VS ORDER GETTERS

7
CHARACTERISTICS OF SALES PERSON

• EXIBIT 1-12 PAGE 21
• SERVICE MOTIVATION
• USE OF GOLDEN RULE OF SELLING
• COMMUNICATION ABLILITY
• PERSONAL CHARACTERISTICS(EXIBIT 1-15 P 25)
• EXCELS IN STRATEGIC THINKING
• SUPERIOR SALES KNOWLEDGE
• STAMINA FOR THE CHALLENGE

8
TYPICAL FUNCTIONS OF A SALES PERSON

• PAGE 28-29
• CONCEPTUAL SKILLS
• HUMAN SKILLS
• TECHNICAL SKILLS
• PAGE 41-SALESPERSON VIEW OF GOLDEN RULE OF
  PERSONAL SELLING

9
SELLING ENVIRONMENT

• INTERNAL ENVIRONMENT
• THE FIRM
• GOALS,OBJECTIVES AND CULTURE
• PRODUCTS,PERSONNEL,SERVICE SUPPORT,RD
• EXTERNAL ENVIRONMENT
• ECONIMICAL,SOCIO-CULTURAL,LEGAL AND POLITICAL,AND
  NATURAL