Setting And Formulating Personal Selling Objectives Pdf

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setting and formulating personal selling objectives pdf

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Formulating Personal Selling Strategy Pdf

A sales territory is defined as a group of present and potential customers assigned to an individual salesperson, a group of salesperson, a branch, a dealer, a distributor, or a marketing organization at a given period of time. Territories are defined on the basis of geographical boundaries in many organizations. Though the geographic market may have a heterogeneous mix of both existing and potential customers, a decision on the basis of geographic coverage has distinctive advantages. Meaning and Definition of Sales Territories 3. Characteristics 4.

Marketing strategy

Personal selling is a part of promotional- mix and it is an art of person-to-person communication for persuading prospects or consumers in the sales process. For introducing effective marketing system, balancing of other marketing elements like, product development, pricing, distribution system, advertising etc. Learn about:- 1. Definitions of Personal Selling 2. Meaning of Personal Selling 3. Objectives 4.


Qualitative personal selling objectives are generally long term and are setting the quantitative personal selling objectives. The 'Formulating Unique Selling.


UNIT I 1 Introduction to Personal Selling

Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. Sales management originally referred exclusively to the direction of the sales force. Later the term took on broader significance in addition to the management of personal selling. In fact, sales managers set their personal selling objectives and formulate the personal selling policies and strategies.

Small-business owners promote and sell products and services through impersonal interactions between their business and customers such as advertising and online stores. Personal selling includes communicating face-to-face, verbally or by electronic means if the communication involves first names, for example. The primary goals of personal selling is to make a customer feel like they are buying from a person, rather than just a website or business, explains Inc. One personal selling objective that a small-business sales rep must meet is searching for and identifying potential customers who are likely to have an interest in the company's products or services, according to Changing Minds. Prospects may or may not have shopped with your company in the past and reps often sort through many leads before finding ones that may result in sales and long-term relationships.

In this article we will discuss about:- 1. Meaning of Personal Selling 2. Features of Personal Selling 3.

Personal selling

A right marketing strategy plays an important role in the success of a business. Every company chooses and spends a lot of money for the right marketing strategy to boost their sales.

Personal Selling

In our previous articles, we shared the importance of organisational alignment and the role of three types of sales force metrics:. We also identified discrete sales processes and when to use them. Every European sales force has certain outcomes that it is trying to achieve such as retaining more customers , cross-selling products and services, or improving salesperson skills. For example, a sales objective might be to increase the number of new accounts generated , which could be achieved by putting greater effort into sales activities such as cold calling or by visiting more prospects. You cannot direct a salesperson to have more new accounts, but you can set an objective and manage the upstream activities. Again, managing Sales Activities leads to achieving Sales Objectives. Just as we used our analysis to assign sales metrics into distinct sales processes, we also defined our sales objective into four categories.

This book provides a snapshot of the current thinking on the strategic role of sales and sales management, and identifies some of the key challenges presented to senior managers. The importance of a sales organization continues to be critical in creating value, and profits for organizations. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales, and the growth in customer power now requires a strategic, not a tactical response. This book provides an unrivalled collection of articles by the leading academics in the field of sales and marketing management. Keywords: sales , sales management , strategic customer management , marketing relationships , global selling. The Oxford Handbook of Strategic Sales and Sales Management is a compendium of chapters by prominent academics addressing some of the most important issues in the field of sales management and sales strategy.


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Marketing strategy is a long-term, forward-looking approach and an overall game plan of any organization or any business with the fundamental goal of achieving a sustainable competitive advantage by understanding the needs and wants of customers. Scholars like Philip Kotler continue to debate the precise meaning of marketing strategy. Consequently, the literature offers many different definitions. On close examination, however, these definitions appear to centre around the notion that strategy refers to a broad statement of what is to be achieved. Strategic planning involves an analysis of the company's strategic initial situation prior to the formulation, evaluation and selection of market-oriented competitive position that contributes to the company's goals and marketing objectives.

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Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a sale. Many sales representatives rely on a sequential sales process that typically includes nine steps. Some sales representatives develop scripts for all or part of the sales process. The sales process can be used in face-to-face encounters and in telemarketing.

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Setting and formulating personal selling objectives 05,08

 Останься со. В ее сознании замелькали страшные образы: светло-зеленые глаза Дэвида, закрывающиеся в последний раз; тело Грега Хейла, его сочащаяся кровь на ковре; обгорелый труп Фила Чатрукьяна на лопастях генератора. - Боль пройдет, - внушал Стратмор.

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