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What is sales?
1.
1
Overview of Selling ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
2.
Personal Selling –
Defined 1 An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships for mutual benefit. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
3.
Customer Value
1 The customer’s perception of what they get for what they have to give up. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
4.
Assessing the Value
of the Salesperson 1 • Does the salesperson do a good job in helping me? • Is the salesperson dependable? • Does the salesperson help me achieve my strategic priorities? ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
5.
Assessing the Value
of the Salesperson 1 • Is the salesperson’s company easy to work with, i.e., hassle-free? • Does the salesperson enlist others in his or her organization when needed to create value for me? • Does the sales representative understand my business and my industry? ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
6.
Sales Professionalism
1 A customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
7.
Characteristics of Sales
Careers 1 • Occupational Outlook • Advancement Opportunities • Immediate Feedback • Job Variety • Independence • Compensation ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
8.
Occupational Outlook
1 ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
9.
Advancement Opportunities
1 Successful salespeople display some of the key attributes necessary for success in executive positions, including: • Good communicators (including persuasive communication) • Self Confident • Motivated • Determined • Sound judgment ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
10.
Immediate Feedback
1 Constant feedback on their job performance from: • Analysis of results • Sales managers • Customers Immediate feedback from customers is beneficial because it allows the salesperson to adjust the message as needed during the communication process. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
11.
Job Variety and
Independence 1 Professional selling is rarely the same from day-to- day. The word “routine” doesn’t apply. Usually, salespeople are accountable for attaining certain goals…how they get there is up to them. There is no “time-clock” and no taskmaster. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
12.
Compensation
1 Good salespeople usually earn an income well above the national average. Many salespeople earn six figure incomes (or higher). Income is most often tied directly to performance. ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
13.
Common Types of
Sales Positions 1 ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
14.
Other Types of
Sales Positions 1 • Inside Sales • Direct-to-Consumer Sales • Combination Sales Jobs ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
15.
Characteristics of
Successful Salespeople 1 • Active Listening • Strategic • Service Orientation • Dependable • Strong Oral and Written • Motivated Communication Skills • Integrity • Problem Solving • Initiative • Logical • Adaptable ©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.