Waqas Khaliq

8/3/2019 Waqas Khaliq

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WAQAS KHALIQ Wealth Manager



Video



Objectives



Personal Selling Defined

A form of person to person communication

in which a salesperson works with prospectivebuyer and attempts toinfluence purchase inthe direction of his or

her company’s products or services



Importance of Personal Selling



Evolution of Personal Selling

Hard sell: Formerly thought customers had to

be forced into making apurchase

Relationship selling: Nowselling requires the

development of a trustingpartnership in which the

salesperson seeks toprovide long-termcustomer satisfaction



Why choose the sales profession?

Employment in sales isgrowing

Sales positionsoffer advantages:

• Good compensation• Intrinsic reward fromhelping customers

• Flexible in day-to-day activities

• High-visibility career

track• Limited supervision



SalesManagement



Sales Management

Recruit, train,motivate, andevaluate their

sales team

Manage

territories

Developsales plansand salesforecasts

Identify business

opportunitiesand create

appropriatestrategies

Encouragethe salesteam tocreate

added-valuefor the

customer



Recruiting

Individuals with desirable salesperson traits

Sales Management

Salesperson

Empathetic

Competitive

Goal-oriented

Adaptive

Customer-oriented

Enthusiastic

Organized

Self-motivated



Sales Force Training

Sales Management

Train the new sales representatives on productand customer knowledge and selling skills

Sales training is expensive but the pay off is worthit.

All sales representatives should periodically receive training to keep up-to-date and to keeptheir skills honed



Motivating the Sales Force

Sales Management

Sales Force Quotas

Provide further motivation to salespeople and

to encourage salespeople to focus on thepriories of the company

Reward when the pre-specified performance

level (quota/target) is reached



Motivating the Sales Force

Regular praising of salespeople and let them

know their efforts are appreciatedRapport-building (connection), open

communication, and modeling behavior

Good sales management feedback

Sales Management

Sales Coaching



The sales force have greater security but

no desire to put extra efforts

Sales Management

Sales Force Compensation



A great deal of insecurity due touncontrollable factors like economic

recession

Sales Management

Sales Force Compensation



Salary plus Commission

Sales Management

Sales Force CompensationBonus paid onthis difference



• Communication skills, productknowledge, attitude, sellingskills, initiative,appearance/manners,

knowledge of competition etc.

Qualitative

• Deposits, Ijarah and Muskan

• No. of Accounts

Quantitative

Sales Management

Evaluation of Performance

Sales managers should provide continual guidance and feedback



Territory (Area) Organization and Management

The sales manager should help the sales forcemaximize their territories’ potential

Make sure that the salespeople are not meeting theirtargets from one key buyer

Ensure no potential accounts are being overlooked inany given territory

Sales Management

Territory Potential



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. addsto benefits



Legal and Ethical issues

Obey theinstructions

of the

company

Act with“due

diligence”

Beresponsible

for thecompany’sproperty

Exhibitloyalty

Relay information

to thecompany

that isrelevant

Salesperson’s Obligations

Waqas Khaliq

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