Developing a Personal Selling Strategy


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Please note:

This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:

Price:
Case Code : MKTG254 For delivery in electronic format: Rs. 200;
For delivery through courier (within India): Rs. 200 + Rs. 25 for Shipping & Handling Charges

Themes

Sales and Sales Force Management / Personal Selling
Case Length : 07 Pages
Period : -
Pub Date : 2010
Teaching Note : Available
Organization : -
Industry : Books
Countries : India

Abstract:

This case study details the dilemma faced by a software professional as he volunteers to prepare a personal selling strategy for a set of books on spirituality on behalf of a trust.

The case study also offers the students/trainees a chance to enhance their knowledge and sales skills through role play.

Issues:

» Understand the various stages of the sales process, particularly objection handling.

» Understand the importance of objection handling and the various techniques/steps involved in handling an objection.

Keywords:

Personal selling, Sales process, Steps in the Sales process, Lead generation, Lead qualification, Pre-Approach, Sales presentation, Objection Handling, Personal selling strategy, Role play

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