PERSONAL SELLING

DIRECT COMMUNICATION

WHAT IS PERSONAL SELLING?

ADVANTAGES AND
DISADVANTAGES

Respon
se
Opportuniti
es

Recruiting,
Hiring,
Training

Costly

PURPOSES OF
PERSONAL
SELLING

ONE: FINDING PROSPECTS

ONE: FINDING PROSPECTS

Identi
fy

Direct
Selling
Efforts to
Them

Take
Action

TWO: CONVINCING THE PROSPECTS TO

BUY

THREE: KEEPING CUSTOMERS SATISFIED

1.
2.

Convincing new
prospects to buy
Convincing
customers to
continue
patronizing the
firm.

DUTIES AND
RESPONSIBILITIES OF
SALESPEOPLE
REPORTED BY: MS. DANICA QUINDOYOS

DUTIES AND RESPONSIBILITIES OF

SALESPEOPLE

Direct Selling
Indirect Selling
Nonselling Tasks

Direct Selling

Indirect Selling

Nonselling Tasks

TYPES OF SALESPERSONS
BY: SHEENA CARATIQUET

SALESPERSONS MAYBE CLASSIFIED ACC. TO

FUNCTIONS THEY PERFORM:
Order
Getter
s

Orde
r
Taker
s

Support
Personn
el

ORDER GETTERS
Salesperson whose jobs are to
increase the firms sales.
a.Current customer salesperson
b.New business salesperson

ORDER TAKERS
Serve the purchase orders of
current customers.
a.Inside order takers
b.Field order takers

SUPPORT PERSONNEL
Facilitate the selling function by
locating prospects, educating
customers, building goodwill, and
providing after sales service
a. Missionary salesperson
b. Trade salesperson
c. Technical salesperson

THE SELLING PROCESS

THE PROCESS AT A GLANCE

Prospecti
ng
Preapproa
ch

Approac
h

The
Close

Meeting
Objection
s
Presentati
on

The
FollowUp

1. PROSPECTING

Stage where a search for and

qualification of potential customers
is made.
Lead is the name of a person or
organization who might possibly be
a prospect.

2. PRE-APPROACH
Consists of the time and
effort spent in determining
which approach will best
suit a prospect.

3. THE APPROACH
BY: JOANNE CARLA DE TUMOL

3. THE APPROACH
Refers to the stage in the
selling process where the
salesperson makes contact
with the prospect.

METHODS OF APPROACH

Introduction
Approach

Referral
Question
Approach Approach

METHODS OF APPROACH

Free-gift or
Benefit
Product
Sample
Approach Approach
Approach

METHODS OF APPROACH

Curiosity
Approach

Compliment
Approach

Survey
Approach

METHODS OF APPROACH

Gimmick Approach

THE PRESENTATION, MEETING OBJECTIONS,

THE CLOSE, THE FOLLOW-UP
BY: ROUIE VICTORIA RAMOS

4. THE PRESENTATION

Presenting the product to the

customer with the objective of
convincing him to buy.
Steps for an effective presentation:

Focus the prospects attention to the

product
Arouse and increase prospects interest
Evaluate prospects desire to buy

5.MEETING OBJECTIONS
Objections may signal to any of the
possibilities:
the prospect is not interested to buy the

product
the prospect is interested but wants some
clarification or assurance on some matters.

6. THE CLOSE

Salesperson asks the

prospect to buy the
product. Timing is of the
utmost importance in
closing a sale

7. THE FOLLOW-UP

MANAGEMENT OF THE SALES FORCE

BY: GERALD GABRIEL

SALES FORCE OBJECTIVES

It must be measurable
It must be consistent
It must be reasonable
It must be prioritized
It must be achievable

FORMS OF SALES ORGANIZATION

Geographical Territories
Product type
Class of customers

SIZE OF THE SALES FORCE

The break down method

The workload method
The incremental method

COMPENSATION OF THE SALES

FORCE
BY: JHUN MALABONGA

COMPENSATION OF THE SALES FORCE

In the design of a compensation scheme, the
following conflicting requirements must be
taken into consideration:
1. Salespersons like steady income, reward for
superior and a fair compensation plan.
2. Management wants control, economy and
simplicity.

COMPENSATION OF THE SALES FORCE

Compensation may be stated in the

following terms:
1. Straight salary
2. Straight commission
3. Combination of salary and
commission

RECRUITMENT, SELECTION AND

RETENTION

SALES TRAINING

SUPERVISION AND MOTIVATION OF THE SALES

FORCE

EVALUATION OF SALES PERFORMANCE

Types of evaluation consist of the
following:
1. salesperson-to-salesperson
comparison;
2. current-to-past sales comparison;
3. sales-cost ratio;
4. actual sales quota