Sales

Careers
ANAGEME
M N

T: SALES

T:
MARKET
1st Semester
2023-2024

EN
NG

I
MANAGEM

Tarlac State University

Prepared by:
Peping C. Pedro
 Qualifications for a
Successful Sales Career

What criteria does an individual

have to meet to be considered
successful in Sales Management?

Rate yourself under the following

qualifications and get an idea
whether selling is the right career
for you?

09/06/2023 Pitch deck 2

 1. Education
Sales and marketing majors
are appropriate because they are
equipped with a basic background in
the field of selling. Discipline other
than business that can provide the
necessary technical background in
selling industrial products is
engineering. A biology and
chemistry background is good
preparation for pharmaceutical
selling.
Some knowledge also of
economics, accounting, business law,
business psychology, advertising and
the ability to communicate
effectively will also be useful in this
6/22/20XX
field. 3
 2.Personal Characteristic
Effective salespeople are good
communicators. The salesman who
talks sincerely about their companies
and products give an aura of
respectability and confidence to the
company and products they sell.
Enthusiasm is another
personal quality. Full knowledge of
the product and learning that the
company is devising some methods for
improvement and expansion makes a
salesman happy and quite cheerful in
the course of time.
Married salespeople tend to
perform better than single ones.
Salespersons with children generally
are more effective than those without
6/22/20XX children.
Pitch deck 4
 3. Personality Factors such as persistence
and the ability to withstand rejection
appear to be positively related to
successful selling
Effective salespersons are
liable to accept rejection and do not
bother them. They simply try their
best to convince and persuade buyers
to buy the products and services that
can satisfy their needs and wants. If
they don’t make a sale, they can
satisfy their needs and wants. If they
don’t make it, they are not easily
discouraged or disappointed. The
capacity to tolerate rejection or
objection is essential in selling for
there will always be instances when
prospective buyers say “NO” to your
6/22/20XX offer
Pitch deck 5
 4. Work habits and experience

“Experience is the best

teacher,” so goes a famous saying.
Tru as it may seem, salesmen
should not think that experience is
all that matters for a successful
career in selling. Experience is only
one of the ingredients needed for
successful selling.

6/22/20XX 6
 Training at the retail level for
potential junior executive personnel,
such as assistant buyers and
department heads, often takes place
through what is known as a “training
squad.” Department stores offer
training programs for one or two
weeks duration merely offer training
programs for one or two weeks
duration merely to have a knowledge
of the store system. Good training
programs in department stores or any
other field of business must be
carefully planned and ought to be on
a continuous basis. Under such
circumstances, we can find that
salespeople are selling successfully to
the best interest of customers as well
as to the employer. Obviously,
experience in sales is preferred but
6/22/20XX notdeckrequired.
Pitch 7
 Successful salespeople must
possess initiative. There must not
be a need for someone to watch
over their shoulders to tell them
what needs to be done and what
when to do it.
The basic principles of
selling have been founded. They
can be taught; they can be
learned; they can be practiced.
Properly educated and trained
normal individuals can learn how
to sell and sell well. In fact, it has
been reliably estimated that eight
out of ten people have the
potential to become good
salespeople. 8
 PERSONAL
EDUCATION
CHARACTERISTICS

SUCCESSFUL
SELLING

WORK HABITS
PERSONALITY & EXPERIENCE

QUALITIES NEEDED FOR SUCCESSFUL SELLING

Source: Effective Salesmanship by Richard T. Hise
Career in Sales
Advantages of Sales as a career :
1.HIGHER INCOME
as sales person you can earn three
times, five times or even ten times
what most regular employee get,
depending on your skill, initiative and
perseverance. All you need to do is
train yourself well.

Pitch deck 10
 Career in Sales
Advantages of Sales as a career :

2. MORE INCENTIVES AND FASTER

CAREER ADVANCEMENT
Your performance could easily be assessed at
any given time by checking whether you have met
your quotas, which are assigned for usual periods of
time. Thus, you can be accorded due recognition on
an annual, quarterly or even monthly basis. Top
performers are rewarded not only with honorary
trophies, plaques, or medals but with worthy
incentives such as cash, free trips abroad, or a
promotion.

11
 Career in Sales
Advantages of Sales as a career :
3. GREATER FREEDOM OF MOVEMENT
Unless there are sales meetings or conferences
that require your presence and involvement, as a
salesperson you are not obliged to report at the office.
Some companies even provide their salespeople with
laptop computers so that they can regularly record and
report their progress wherever they are they can
regularly record and report their progress wherever they
are, and this is often out in the field meeting clients.
Thus, unlike the office clerk who is virtually tied to a
desk, as a salesperson you have more freedom and are
practically the master of your time.
Traveling is an integral part of their work, many
salespersons are even provided with service vehicles,
which they use to drive or meet their clients. This gives
them greater mobility and freedom, which ultimately
12
leads to increased productivity.
 Career in Sales
Advantages of Sales as a career :

4. MORE FREEDOM TO DO THINGS YOUR WAY

As a salesperson you are free to do whatever
you want to do, as long as you deliver results, that is,
you are able to close a deal or make a sale. Of course
there are many techniques you can learn and apply
that will help you get closer to that successful
transaction, but basically, you are free to choose
whatever method you prefer. Nobody tells you what
to do or how to do your job.

13
 Career in Sales
Advantages of Sales as a career :

5. MORE CHANCES TO MEET PEOPLE

Your job as a salesperson will bring you in
contact with many people from all walks of life. Like
an ambassador of Goodwill, you will have to befriend
individuals of varying psychological, social and
economic backgrounds. For many, this is what makes
selling exciting and interesting. What other job would
give you the opportunity to meet new people every
single day. As a consequence, you learn to develop
genuine empathy and concern for others, and you
enhance your ability to form long-lasting, satisfying
business and personal relationships with everyone you
meet.
14
 Career in Sales
Advantages of Sales as a career :
6. MORE CHALLENGES
In selling, every single day offers fresh
challenges. There are always new people to meet and
new situations to face. You have no idea what you are
going to get yourself into next. This makes you feel
excited, fulfilled, alive.
7. MORE FUN
You work at your own pace and in your own
time, you can do anything you want , you get a car
and maybe even a laptop, and your main task is to go
out and rendezvous with different people every dy.
Your daily schedule actually includes wining and
dining with your customers at five star restaurants,
hanging out at bars, and playing tennis and golf.
15
1. Sales Manager: Responsible • The specific job
for overseeing a team of sales
representatives, setting targets,
6. Business Development Manager:
Focuses on identifying and pursuing opportunities in sales
management will vary
and developing strategies to new business opportunities and
meet sales goals. partnerships to drive growth

2. Regional Sales Manager: Manages depending on the

sales operations in a specific
geographic area, often supervising industry, company size,
multiple sales teams. 7. Inside Sales Manager:
Supervises a team of inside sales and location.
3. Sales Director: Oversees the representatives who typically
entire sales department, sets engage with customers via phone

To pursue a career in
long-term strategies, and or online channels.
reports directly to upper
management.
sales management,
4. Key Account Manager: Focuses on
managing and nurturing relationships 8. Channel Sales Manager: you'll typically need a
with key clients or accounts to
maximize revenue.
Manages sales through
distribution channels, partners, or strong background in
resellers
sales, leadership skills,
5. Sales Operations Manager: Manages
and a track record of
the administrative and logistical meeting or exceeding
sales targets.
aspects of the sales department,
including CRM systems and sales
processes.

16
 Thank you
ANAGEME
M N
S

T:
1st
: SALE

MARKET
Semester
2023-2024
T
EN

NG
I
MANAGEM

Prepared by:
Peping C. Pedro

Tarlac State University

Reference:

1.Salesmanual,Pam Ahuja

2. Successful Selling Strategies, Felix M. Lao Jr.