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PERSONAL SELLING AND SALES MANAGEMENT
Professor:
Robert Owen, Ph.D.
Contact at:
Please post questions on the SyKronix Marketing Researcher's Forum
Target Audience:
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College students who are currently enrolled in a traditional personal selling
or sales management course and who would like some additional materials
to review.
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Entrepreneurs and others who would like to learn a little personal selling
or sales management from scratch without taking a full course.
Required Textbook:
None. However, if you are learning about personal selling
and sales management for the first time, these notes and exercises will
not provide you with the required depth that a textbook and in-class experience
can provide.
If do buy a supplementary book, I would strongly urge you to find a
college textbook, not something from the popular press. A book on
"one hundred best closing lines" teaches you to be obnoxiously pushy in
asking people to buy things that they neither need nor want, not how to
find people who need what you have for sale. College textbooks have
been through a rigorous review process and are written by people who generally
have had experience in many phases of the subject, including hands-on field
experience, academic and field research, and consulting to industry.
Course Objectives:
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To provide an introduction to personal selling as a systematic process.
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To provide insights into how people are motivated - both salespeople and
prospective buyers.
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To provide and introduction to the basic activities of sales management:
evaluation, compensation, forecasting, budgeting, time and territory management.
Grading/Certification:
None. You are on your own to assess your
performance on any exercises that are developed.
If the materials posted here are part of an in-class course taught by
Dr. Owen, you might need the following documents:
COURSE OUTLINE
| 1: |
INTRODUCTION TO SALES
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| 2: |
CONSUMER vs. INSTITUTIONAL MARKETS
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| 3: |
SALESPERSON PERSONALITY AND MOTIVATION
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| 4: |
METHODS OF COMPENSATION AND EVALUATION
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| 5: |
COMMUNICATION
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| 6: |
THE SELLING PROCESS:
PROSPECTING AND APPROACH
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| 7: |
THE SELLING PROCESS:
NEEDS ANALYSIS AND PRESENTATION
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Needs Analysis
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Presentation
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| 8: |
THE SELLING PROCESS:
CLOSING AND POST-SALE SERVICE
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Closing
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Post-decision Processing
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Post-sale Service
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| 9: |
NON-NEEDS SELLING;
ETHICAL AND LEGAL ISSUES
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| 10: |
RECRUITING AND TRAINING OF SALESPEOPLE
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| 11: |
TIME AND TERRITORY MANAGEMENT
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| 12: |
SALES FORECASTING
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| 13: |
BUDGETING
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