personal selling & sells promotion
TRANSCRIPT
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Get ReadyFor
Personal Selling & Sales promotion
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Presenter: FraternityDepartment of Marketing(Section: B ; 20th Batch)Faculty of Business StudiesUniversity of Dhaka
Thank you for being here today
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Communicating
ServicingInformation gathering
prospecting
SALESPERSON
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Different names of salesperson
Marketing Representative
District Manager
Sales Engineer
Account Executives
Sales Representative
Sales Consultant
Agent
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Two way communication
More effective
Customer satisfaction
Making profit
Role of the Sales Force
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Sales Force Management
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Territorial Structure
Product Structure
Customer Structure
Complex Structure
Sales force strategy & structure
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CapabilityQuantity
Sales Force Size
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Carefully Recruiting Salespeople
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HonestAttentive
Friendly
Self-Motivated
Independent
Customer Orientation
Job Commitment
Self-ConfidenceInitiative
Patience
EnthusiasmPersistent
DisciplinedDisciplined •
Hardworking
Hardworking
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4Months training Strong return Web based
sales training
Training Salespeople
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SalaryBonuses
CommissionExpenses
Fringe BenefitCompensation Elements
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Annual call plan and time & duty analysis
Positive intention
Sales quotas
Use internet
Sales force automation system
Supervising Salespeople
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Call Report
Expense Report
Sales report
Evaluating Salespeople
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Prospecting and Qualifying
Pre approach
Handling ObjectionsClosing
ApproachPresentation and Demonstration
Follow-upFollow-up
Selling Process
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Sales Promotion
Short term incentives
Which encourage purchase or sale
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Customer Promotion•Increase sales•Generate product trial
Trade Promotion•Obtaining space•Encouraging retailers
Sales Force Promotion•Signing up new account
Sales Promotion
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Consumer Promotion Tools
Trade Promotion Tools
Business Promotion Tools
Sales Promotional Tools
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Key Decisions To Developing Sales promotion
Size of the incentive.
Conditions for participation
Promotion and distribution of the actual
sales promotion program
Length of the promotional program
Evaluation Surveys and experiments can be used
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