Evolution of Personal Selling: Overview, Strategies, and Techniques

1. Overview of Personal Selling Module Two

2. Peddlers selling door to door . . . served as intermediaries Selling function became more structured 1800s 1900s 2000s IndustrialRevolution Post-IndustrialRevolution War andDepression ModernEra Business organizations employed salespeople Selling function became more professional Evolution of Personal Selling As we begin the 21st century, selling continues to develop, becoming more professional and more relational

3. Change Salesforce Response More emphasis on developing and maintaining _________, long-term customer relationships Intensified competition Increased use of technology Increased use of lower-cost-per-contact methods More emphasis on profitability objectives More emphasis on improving sales productivity Continued Evolution of Personal Selling

4. Change Salesforce Response Demand for in-depth, specialized knowledge as an input to purchase decisions ______________ More emphasis on ____________ sales training Continued Evolution of Personal Selling

5. Contributions of Personal Selling: Salespeople and Society • Salespeople help_________________ • Salespeople help withthe _________________

6. Contributions of Personal Selling: Salespeople and the Employing Firm • Salespeople _____________ • Salespeople provide _________ and ______________ • Salespeople become _________ in the organization

7. Contributions of Personal Selling: Salespeople and the Customer • Salespeople ______________ to problems • Salespeople _____________ and serve as information resources • Salespeople serve as ________ for the customer when dealing with the selling organization

8. Contributions of Personal Selling: Buyer Preferences Industrial buyers prefer to deal with salespeople who: • Are __________ • Understand general business and economic trends, as well as the buyer's business • Provide ________ throughout the sales process • Help the buyer to solve problems • Have a pleasant personality and a good professional appearance • _________ all aspects of the product and service to provide a total package

9. Classification of Personal Selling Approaches • ___________________ • ___________________ • ___________________ • ___________________ • ___________________

10. Classification of Personal Selling Approaches Stimulus Response • The key idea is that various stimuli can elicit predictable responses. • An example of the stimulus response view of selling would be continued affirmation.

11. Continue Process until ______________________ Buyer __________ Sought Salesperson Provides ________ Stimulus Response Selling

12. Classification of Personal Selling Approaches Mental States • Assumes the ____________ is essentially identical for most buyers • Buyers are led through certain _________ • AIDA (___________________________)

13. Mental States Selling

14. Classification of Personal Selling Approaches Need Satisfaction • Based on the notion that the customer is ______________________________ • Salesperson uses questioning, probing tactic to ________________________

15. Continue ______ until _________ Decision Present _________ to Satisfy ___________ Uncover and Confirm ___________ Need Satisfaction Selling

16. Classification of Personal Selling Approaches __________________ • An extension of need satisfaction selling • Sometimes competitors’ offerings are included as alternatives

17. Continue Selling until Purchase Decision Generate ________ ________ ________ Alternative Solutions Define _________ Problem Solving Selling

18. The process of helping customers reach their strategic goals by using the products, service, and expertise of the selling organization. Consultative Selling

19. _________ Customer Relationships __________ Customer Relationships __________ Customer Relationships Selling Foundations Selling Strategy The Sales Process: An Overview Salesperson Attributes

20. Be Trustworthy and Behave Ethically Possess Excellent Communication Skills Understand Buyer Behavior The Sales Process: Selling Foundations Salesperson Attributes In order to be successful in today’s global business environment, salespeople must have a solid relationship building foundation. They must:

21. The Sales Process:Selling Strategy In order to be successful in today’s global business environment, salespeople must also think and act strategically. The must develop strategies for:

22. Developing Customer Relationships Initiating Customer Relationships Enhancing Customer Relationships • ______________ • ______________ • ______________ • ______________ The Sales Process Salesperson Attributes

23. Developing Customer Relationships Initiating Customer Relationships Enhancing Customer Relationships • ________________________ • ________________________ The Sales Process Salesperson Attributes

24. Developing Customer Relationships Initiating Customer Relationships Enhancing Customer Relationships ____________________________, ____________________________ The Sales Process Salesperson Attributes