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    Waqas Khaliq: Wealth Manager

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    junaidbiniqbal2003
    This document discusses key aspects of personal selling and sales management. It defines personal selling as a form of person-to-person communication where a salesperson works to influence a buyer's purchase. It also outlines the evolution from hard selling to relationship selling. The document then discusses why one may choose a sales career due to advantages like compensation and flexibility. It provides an overview of a sales manager's responsibilities in recruiting, training, motivating, and evaluating sales teams. It also discusses strategies for sales force compensation and territory management.

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    Attribution Non-Commercial (BY-NC)
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    Waqas Khaliq: Wealth Manager

    Uploaded by

    junaidbiniqbal2003
    25 views22 pages
    This document discusses key aspects of personal selling and sales management. It defines personal selling as a form of person-to-person communication where a salesperson works to influence a buyer's purchase. It also outlines the evolution from hard selling to relationship selling. The document then discusses why one may choose a sales career due to advantages like compensation and flexibility. It provides an overview of a sales manager's responsibilities in recruiting, training, motivating, and evaluating sales teams. It also discusses strategies for sales force compensation and territory management.

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    Waqas Khaliq

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    This document discusses key aspects of personal selling and sales management. It defines personal selling as a form of person-to-person communication where a salesperson works to influence a buyer's purchase. It also outlines the evolution from hard selling to relationship selling. The document then discusses why one may choose a sales career due to advantages like compensation and flexibility. It provides an overview of a sales manager's responsibilities in recruiting, training, motivating, and evaluating sales teams. It also discusses strategies for sales force compensation and territory management.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    25 views22 pages

    Waqas Khaliq: Wealth Manager

    Uploaded by

    junaidbiniqbal2003
    This document discusses key aspects of personal selling and sales management. It defines personal selling as a form of person-to-person communication where a salesperson works to influence a buyer's purchase. It also outlines the evolution from hard selling to relationship selling. The document then discusses why one may choose a sales career due to advantages like compensation and flexibility. It provides an overview of a sales manager's responsibilities in recruiting, training, motivating, and evaluating sales teams. It also discusses strategies for sales force compensation and territory management.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    You are on page 1of 22

    WAQAS KHALIQ

    Wealth Manager

    Video

    Objectives

    Objectives

    Personal Selling Defined


    A form of person to person communication in which a salesperson works with prospective buyer and attempts to influence purchase in the direction of his or her companys products or services

    Importance of Personal Selling

    Evolution of Personal Selling


    Hard sell: Formerly thought customers had to be forced into making a purchase

    Relationship selling: Now selling requires the development of a trusting partnership in which the salesperson seeks to provide long-term customer satisfaction

    Why choose the sales profession?


    Sales positions offer advantages:
    Good compensation Intrinsic reward from helping customers Flexible in day-today activities High-visibility career track Limited supervision

    Employment in sales is growing

    Sales Management

    Sales Management

    Recruit, train, motivate, and evaluate their sales team

    Mana ge territ ories

    Develop sales plans and sales forecasts

    Identify business opportunities and create appropriate strategies

    Encourage the sales team to create added-value for the customer

    Sales Management

    Recruiting
    Empathetic Self-motivated Competitive

    Organized

    Salesperson

    Goal-oriented

    Enthusiastic Customeroriented

    Adaptive

    Individuals with desirable salesperson traits

    Sales Management

    Sales Force Training


    Train the new sales representatives on product and customer knowledge and selling skills Sales training is expensive but the pay off is worth it. All sales representatives should periodically receive training to keep up-to-date and to keep their skills honed

    Sales Management

    Motivating the Sales Force


    Sales Force Quotas

    Provide further motivation to salespeople and to encourage salespeople to focus on the priories of the company Reward when the pre-specified performance level (quota/target) is reached

    Sales Management

    Motivating the Sales Force


    Sales Coaching

    Regular praising of salespeople and let them

    know their efforts are appreciated Rapport-building (connection), open communication, and modeling behavior Good sales management feedback

    Sales Management

    Sales Force Compensation

    The sales force have greater security but

    no desire to put extra efforts

    Sales Management

    Sales Force Compensation

    A great deal of insecurity due to

    uncontrollable factors like economic recession

    Sales Management

    Sales Force Compensation


    Bonus paid on this difference

    Salary plus Commission

    Sales Management

    Evaluation of Performance
    Qualitative
    Communication skills, product knowledge, attitude, selling skills, initiative, appearance/manners, knowledge of competition etc.

    Quantitative

    Deposits, Ijarah and Muskan No. of Accounts

    Sales managers should provide continual guidance and feedback

    Sales Management

    Territory (Area) Organization and Management


    Territory Potential

    The sales manager should help the sales force maximize their territories potential
    Make sure that the salespeople are not meeting their

    targets from one key buyer Ensure no potential accounts are being overlooked in any given territory

    Sales Force Technology


    The use of technology among sales forces is growing and is beneficial Computer literacy is a must Notebook computers, cellular phones etc. adds to benefits

    Legal and Ethical issues


    Salespersons Obligations

    Obey the instructions of the company

    Act with due diligence

    Be responsible for the companys property

    Exhibit loyalty

    Relay information to the company that is relevant

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