1-Personal selling definition
4-Major Reasons for Choosing a Sales Career
old New
• Selling is just one of many • Refers to the personal communications of
marketing components information Service to Variety Freedom Challenge Advancement Rewards
• To unselfishly persuade someone others of sales
• To buy something – a good, service, idea, jobs
or something else – that satisfies that 5-Types of sales jobs
individual’s needs.
“Think of Your Grandmother” Direct Selling Selling for a Selling for a
Retail Selling
2-Personal selling include: A retail Face to face Manufacturer Wholesaler
1. Personal communication of information Ch.1 salesperson sales to For resale
Working for the
2. Persuasion sells goods or consumers, For use in
The Life, firm who
3. Helping others (Goods ,Services, Ideas) services to typically in Producing
Times, and manufacturers
Career of the consumers for their homes, other goods
the product
3-The golden rule of personal selling Professional their personal who use the For use
(Usually one of
Salesperson (non-business products for
• Refers to the sales philosophy of unselfishly treating the most within an
use) their non-
others as you would like to be treated prestigious jobs
business organization
• Reciprocity is not expected to hold)
personal use
7-Salesperson differences
6-The complexity and difficulty of these 7 sales job categories
Traditional Professional Golden Rule (Increase as they move left to right)
Salesperson Salesperson Salesperson
Guided by Takes care of Others Inside Entry level Sales Creative Creative
Outside Missionary Sales of Sales of
self-interests customers interests most Retail Consumer engineers
Delivery tangibles Intangibles
sales goods
important
Order takers Order getters
8-Sales person career path 9-Sales jobs are different
Vice president of Marketing
National sales Manager
Divisional Sales Manager
Regional sales Manager Work with little or no supervision Are often allowed to spend
company funds
President District sales Manager
Key Account sales person
Sales person
Sales Trainee
• Represent their companies to the Require more people skills
world
• May require travel and being away
from home
10-What sales people are paid to do? The Customer is at the Center of the Sales 12- Success in Selling–What Does it Take?
Are paid to sell – that is their job System: ABC’s (Characteristics)
Love of Selling is the Heart of Helping Others
Performance goals are set for
Service to
Themselves Their Their others
In order to employers customers
serve others So the To fulfill needs
and earn a companies and help
living and will survive organizations Love
keep their job grow
sales of selling communication
14-The Future of Salespeople: (Skills Required) Knowledge Ability
11-What does sales person do ?
Conceptual skills Technical skills
for for Example: Example:
Customers Company Planning Selling skills
Human skills
Creates Sell more to Market Example:
working with 13-Personal Characteristics Allow Them To:
New Old information
customers
customers customers •Care for the customer
Builds Goodwill& 15-Selling is both an art and science •Take joy in their work
long term Relationship •Find harmony in the sales relationship
With customers •Have patience in closing the sale
Solutions to Help them to use takes practice because a growing body of knowledge •Be kind to all people
Customer Products after and objective facts describe selling •Have high moral ethics
problems purchase •Be faithful to one’s word
•Be fair in the sale
Customer
service •Be self-controlled in emotions
resell to their customers
Customer relationship selling process
The sales process is a sequential series of actions
1. Prospecting/Customer Locating and qualifying prospects.
2. Pre-approach/Panning 1. Obtaining interview.
2. Planning:
Meeting prospect and beginning 3. Approach determining sales call objective
customized sales presentation. developing customer profile
customer benefit program
•Further uncovering needs; 4. Presentation sales presentation strategies
•relating product benefits to needs
(using demonstration, dramatization,
visuals, and proof statements) 5. Trial close
Asking prospects’ opinions
6. Determine objections
Uncovering objections.
7. Meet objections
Satisfactorily answering objections.
8. Trial close
Asking prospect’s opinion
after overcoming each objection and
immediately before the close. 9. Close
Bringing prospect to the 10. Follow-up & Service Serving customer after the sale.
logical conclusion to buy.
