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A. Treetip B.
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ภ(Sales Management) '() * (+)ภ(Salesmanship )
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A. Treetip B.
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: Sincerity 2 32 : Ask Questions 2 ภ= < : Listening 32QR : Enthusiasm ภ)
: Smiling Face ' '20 3; : Managed Time 2 ภ( : Attitude * 4 : Names 242= H / 0 Y14
: Showmanship *( +)3 ภ; @ : Helpfulness > 32H0 ( : Imagination @3 0Y3 ภ6 : Planning For The Sales '5 ภ4 A. Treetip B.
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ภภภ! "# ภ$ # % ภ# (middlemen) A. Treetip B.
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Sales Management and Financial Results
sales 8 cost of sales = gross margin Gross margin 8 expenses = net profit
A. Treetip B.
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</+ ); A 0 )1 ? Three general
objectives â&#x20AC;&#x201C;Sales volume â&#x20AC;&#x201C;Contribution to profits â&#x20AC;&#x201C;Continuing growth New task
A. Treetip B.
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Sales Executive as Coordinator Organization Planning
Other Elements in Marketing Program
Gaining product distribution Obtaining dealer identification Reconciling business goals Sharing promotional risk A. Treetip B.
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A. Treetip B.
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A. Treetip B.
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A. Treetip B.
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3. 6 ภ; )
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21
Sales positions (Mcmurry & Arnold) Level 1
Level 2
Group A (Service selling) MInside order taker MDelivery salesperson MRoute or Merchandising salesperson MMissionary MTechnical salesperson
Group B (Developmental selling) MCreative salesperson of Tangibles MCreative salesperson of Intangibles
Level 3 Group C (basically developmental selling, But requiring unusual creativity) MPolitical, indirect, or Back-Door salesperson MSalesperson Engaged in Multiple Sales A. Treetip B.
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Theories of Selling : Science or Art? 46% Art 46% Both
A. Treetip B.
8% Science
23
Theories of Selling AIDAS Theory
8 Securing Attention 8 Gaining interest 8 Kindling Desire 8 Inducing Actions 8 Building Satisfaction A. Treetip B.
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Theories of Selling Right Set of Circumstances
8 Or situation response theory 8 Situation = Salesperson with stimuli and appeals 8 Response = desire or sale
A. Treetip B.
25
Theories of Selling Buying Formula Theory
(E.K. Strong, Jr.)
8 What thinking process goes on in the prospectﾂピ mind that causes the decision to buy or not to buy?
A. Treetip B.
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Theories of Selling Buying Formula Theory
(E.K. Strong, Jr.) Adequacy
Needs or problem
Adequacy
Product and/or Trade name Purchase Satisfaction Service Pleasant feelings A. Treetip B.
Pleasant feelings 27
Theories of Selling Behavioral Equation Theory
8 Drives
Physiological needs Learned drives
8 Cues: Triggering, product and information 8 Response 8 Reinforcement A. Treetip B.
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A. Treetip B.
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