personal sell pt2 3dec03
TRANSCRIPT
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PlanningPlanning OrganizingOrganizing
DirectingDirectingControllingControlling
Set ObjectivesDetermineSales ForceSize
SelectTerritories,Recruiting
Selecting
Evaluate& control
Training&develop
Motivate
Sales Management Decision Areas
Customer
Needs/wants
Compensation
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Sales Volume
Market Share
Profit
Establishing Sales Force Objectives
Sales Force Management
Determining Sales Force Size
Vs.
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Sales Force Management
Organize Sales Territory
Customer Type
Product Line
Selling Task
Geographic
Manage Sales TerritoriesRouting and Scheduling
Salespeople
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Geographic Division
Sales Rep
California
Sales Rep
Pacific NW
Sales Rep
Southeast
Sales Rep
Northeast
District Sales
Manager
District Sales
Manager
District Sales
Manager
District Sales
Manager
Regional Sales
Manager
Regional Sales
Manager
Vice-President
Marketing
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Customer TypeCustomer Type
New Account
#1
New Account
#2
Existing
Account #1
Existing
Account #2
New Accounts
Manager
Existing Accounts
Manager
Vice-PresidentSales
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Product LineProduct Line
Sales RepEastern Region
Sales RepWestn Region Sales repEastern Region
Sales RepWestn Region
Snack FoodsSales Manager
BeveragesSales Manager
Vice-PresidentSales
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Sales Person Traits
Self-imposed standards
Dealing with failure
Moderate risk-taking
Taking initiative
Drive and energy Outside resource persons
Key point:
YOUARE THE
PRODUCT
Sales Force Management
Recruiting and selecting salespeople
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Percentage Sold
When Characteristic is:
Characteristic of Dyad eaning of "Same" Same Different
Physical:
heightsimilar or salesman
taller
32 28
ageless than 9 yrs
difference33 25
Demographic:
income
similar or salesman's
greater 33 20
educationsimilar or salesman's
greater35 23
religionmembership in same
creed32 28
Matching the Seller Buyer Dyad
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What Makes AGreat Salesperson
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A Keyto Success
Stay Close toYourCustomer
andLISTEN!
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Believe in your product
Believe in yourself
Work on your timing
Develop a sense of humor
Realize that your customer isnt necessarily
telling you 100% of what they want
Good Manners
PREREQUISITES
What Makes A Great Salesperson
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haracteristics Related to Sales Performance
High energy &
Stamina Verbal Skills
(Persuasiveness)
Knowledge of
Customer Needs
Aggressiveness
Age and Maturity
Formal Education
Intelligence
Empathy
Experience
Relatively Important Relatively less Important
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Non Verbal Behavior
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Non Verbal Symbols
Paralanguage (voice)
Tone / pitch
Volume Speed
Proxemtics
+ close - distant
+
touch - non touch+ eye contact
Body Language
+ folded arms
+ pursed lips
+ neck angle
+ leg postureGood Manners