PPT-personal selling and

sales management nineteen Copyright 2015 McGrawHill Education All rights reserved No reproduction or distribution without the prior written consent of McGrawHill Education LEARNING OBJECTIVES. 17. ©2012 . Cengage. Learning. All Rights Reserved. . Introductory Scenario: . Don’t Mess With Les. Who was Les Wunderman?. He created the Columbia House record club and “invented” the modern era of direct marketing.. Anand. G . Khanna. . SALES & . MARKETING . Purpose of organization is only one . i.e. to create . / . identify and satisfy the customers. We exist only for customers. The rest is process.. . Learning Objectives. Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. Personal Selling – Defined. An important part of marketing . that relies heavily on . interpersonal interactions . between buyers and sellers to . initiate, develop, and enhance . Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. Focusing on Building Relationships. 1. 6. th. Edition. David J. . Lill. and Jennifer K. . Lill. DM Bass Publications. A Career in Professional Selling. Learning Objectives. Appreciate . the role of selling in our economy. Learning Objectives. 1. . Describe . the . role of personal selling in marketing.. 2. . Discuss the key roles of salespeople as financial contributors, change agents, . communication agents, and customer. . Sindhu. AMA’s definition. Planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as the tasks apply to the . Chapter 16. Priciples. of Marketing. by Philip . Kotler. and Gary Armstrong. PEARSON. 1. Personal Selling. Discuss the role of a company’s salespeople in creating value for customers and building customer relationships.. Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. Bad Customer Service. https. ://www.youtube.com/watch?v=PkD10vMAvr4. https://. www.youtube.com/watch?v=bTbHwnxCGaI. https. ://www.youtube.com/watch?v=OrxvmM5aUzY. Intro Role . Play Scenarios. T. ake 15 minutes or less to create a role play scenario in which members of your group. Integrated Marketing Communications. 14-. 2. Outline. Promotion, marketing communications and IMC defined. AIDA concept. The promotional mix. Direct marketing. Optimal promotional mix. Push and Pull Strategies. 13. Introduction. In this . chapter we. look at the concept . of . place. , the . distribution mix. , and . the different . channels and methods of . distribution. look . at . promotion . and discuss the . Selling Skills . Chapter 2. Dr. Senem SÖNMEZ SELÇUK. . A. . product that is well conceived and produced through the . Combination of the most modern technologies and the best of inputs . cannot sell itself.