PERSONAL SELLING

Outline of Report: 

• Role of sales in organizational strategy

 Sales force hiring criteria , matching capability and competence, training and
development, interface between sales, marketing and other allied departments,
identification of futuristic skills and methods and process followed to bridge the talent
and experience gaps specific to sales

 How sales strategy is linked to overall organizational strategy?

 How sales, marketing, operations and other functions are linked?

 Market feedback mechanism – How market response and sentiments are translated into
strategy and what is the role of sales in this.

• Target Market / Customer segmentation

 How market is defined in terms of company/ organization perspective?

 Major competitors

 Major Decision Makers on customer side / Decision Making Unit configuration on

customer side

• Customer Buying Process and key stakeholders and their physical and psychological factors –
From purchase / procurement perspective, Challenges faced by sales force catering to
customers during buying process and strategies to counter those challenges.

• Customer Personas - Types of customers in terms of customer persona and strategy to handle
each type of customers

• Selling process - Complete sales process covering Prospecting, Qualifying, Pre Approach,
Approach, Presentation, Objection handling, Closing and Follow up

• Communication –

 Communication mechanism with both internal and external customers

 Communication guidelines for external customers

• Methods of challenging customers for increasing sales in tough times/sluggish economy marred
by postponement of purchasing investments and decision

• Ethical perspective of Selling

 What ethical issues are faced by sales team and strategy to deal with those issues?
  Organizational guidelines regarding Ethical issues

 Ethical/Non Ethical practices in industry

• Negotiations - Types of negotiations usually involve in selling process? Strategies for

negotiations?

• Value Selling - Is Value Selling applicable? Value selling tools? Value propositions? How
organization sees value selling? Value selling approach

• Key Account Management - Procedure, Mechanism, Strategies

• Key Takeaways/ Recommendations/ findings