8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 1/22
WAQAS KHALIQ Wealth Manager
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 2/22
Video
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 3/22
Objectives
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 4/22
Objectives
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 5/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 6/22
Importance of Personal Selling
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 7/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 8/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 9/22
SalesManagement
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 10/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 11/22
Recruiting
Individuals with desirable salesperson traits
Sales Management
Salesperson
Empathetic
Competitive
Goal-oriented
Adaptive
Customer-oriented
Enthusiastic
Organized
Self-motivated
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 12/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 13/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 14/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 15/22
The sales force have greater security but
no desire to put extra efforts
Sales Management
Sales Force Compensation
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 16/22
A great deal of insecurity due touncontrollable factors like economic
recession
Sales Management
Sales Force Compensation
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 17/22
Salary plus Commission
Sales Management
Sales Force CompensationBonus paid onthis difference
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 18/22
• 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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 19/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 20/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 21/22
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
8/3/2019 Waqas Khaliq
http://slidepdf.com/reader/full/waqas-khaliq 22/22
Top Related