Personal Selling and Sales Force Management

Introduction to Personal Selling; functions of a sales person, qualities of an effective Sales Person; Personal Selling situations

Theories of Selling: AIDAS, Right Set of circumstances, Buying formula theory.

The Selling Process: Preapproach – acquiring product knowledge, acquiring competition and market knowledge, Identifying and qualifying prospects – sources of prospecting, conditions for qualification, Opening a sale – methods of approaching,

Sales presentation – presentation strategies and methods, Sales demonstration – planning effective demonstration, use of sales tools, Handling objection – types of objections, determining hidden objections, strategies for handling objections, Closing a sale – trial close, closing techniques, Post sales follow up.

Introduction to sales force management: Objectives of Sales management, Role of a sales manager; Managing Sales force – Recruitment, Selection, Training, Compensation and evaluation of sales force; Sales Territory Coverages:
Sales Territory Concept, Reasons for establishing sales territories, procedures for selling up sales territories.