Personal Selling Opportunities in the Age of Information 2 Selling Today 10 th  Edition CHAPTER Manning and Reece
Personal Selling in the Age of Information <ul><li>One can add value to information by: </li></ul><ul><li>Collecting it </...
<ul><li>Customer service representatives (CSR) </li></ul><ul><li>Professionals </li></ul><ul><li>Entrepreneurs </li></ul><...
Your Future in Personal Selling <ul><li>“Students tend to view sales as dynamic and active but believe a selling career re...
Sales Is Pervasive <ul><li>500 largest sales forces in America employ 17.5 million salespeople </li></ul><ul><li>These com...
Large U.S. Sales Forces TABLE 2.1
Sales Titles Vary <ul><li>Account executive </li></ul><ul><li>Account representative  </li></ul><ul><li>Sales account mana...
How Salespeople Spend an Average 46-Hour Work Week FIGURE 2.1
Rewards of Selling Careers <ul><li>Above-average ____________ </li></ul><ul><li>Above-average “__________” income </li></u...
Executive and Sales Force Compensation TABLE 2.2
Women and Minorities <ul><li>Growing opportunities for both women and minorities </li></ul><ul><li>More women are  turning...
Employment Settings in Selling Today <ul><li>Selling a ____________ </li></ul><ul><li>Selling for a _____________ </li></u...
Selling a Service <ul><li>Financial services </li></ul><ul><li>Radio, television, and Internet advertising </li></ul><ul><...
Retail Selling <ul><li>Automobiles  </li></ul><ul><li>Musical instruments </li></ul><ul><li>Photographic equipment  </li><...
Wholesale Selling <ul><li>Inside salesperson </li></ul><ul><li>Relies heavily on phone orders </li></ul><ul><li>More offic...
Manufacturer Selling <ul><li>Field salesperson </li></ul><ul><li>Gains new customers  </li></ul><ul><li>Increases sales fo...
Telemarketing Sales Channel <ul><li>Telemarketing: a channel in which the sales process is conducted by telephone </li></u...
Learning How to Sell <ul><li>“ The principles of selling can be learned and applied by people whose personal characteristi...
Four Sources of Sales Training <ul><li>Corporate-sponsored _________ </li></ul><ul><li>Training provided by __________ ven...
Corporate-sponsored Training <ul><li>Many firms have __________ programs </li></ul><ul><li>Millions are spent in _______ e...
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Principles of Selling Chapter 2

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Principles of Selling Chapter 2

  1. 1. Personal Selling Opportunities in the Age of Information 2 Selling Today 10 th Edition CHAPTER Manning and Reece
  2. 2. Personal Selling in the Age of Information <ul><li>One can add value to information by: </li></ul><ul><li>Collecting it </li></ul><ul><li>Organizing it </li></ul><ul><li>Clarifying it </li></ul><ul><li>Presenting it in a convincing manner </li></ul><ul><li>Selling skills are transferable skills </li></ul>
  3. 3. <ul><li>Customer service representatives (CSR) </li></ul><ul><li>Professionals </li></ul><ul><li>Entrepreneurs </li></ul><ul><li>Managerial personnel </li></ul>Knowledge Workers Benefit from Personal Selling Skills
  4. 4. Your Future in Personal Selling <ul><li>“Students tend to view sales as dynamic and active but believe a selling career requires them to engage in deceitful or dishonest practices.” </li></ul><ul><li>These are OLD stereotypes </li></ul><ul><li>Ethical sales practices are the key to success </li></ul>
  5. 5. Sales Is Pervasive <ul><li>500 largest sales forces in America employ 17.5 million salespeople </li></ul><ul><li>These companies will seek to recruit 500,000 college graduates </li></ul><ul><li>The number of sales positions is increasing in industrialized countries </li></ul><ul><li>Hundreds of selling career options to match individual interests, talents, and ambitions </li></ul><ul><li>Most occupations involve some form of selling </li></ul>
  6. 6. Large U.S. Sales Forces TABLE 2.1
  7. 7. Sales Titles Vary <ul><li>Account executive </li></ul><ul><li>Account representative </li></ul><ul><li>Sales account manager </li></ul><ul><li>Relationship manager </li></ul><ul><li>District representative </li></ul><ul><li>Sales consultant </li></ul><ul><li>Client development manager </li></ul><ul><li>Sales associate </li></ul><ul><li>Marketing representative </li></ul><ul><li>Territory manager </li></ul>
  8. 8. How Salespeople Spend an Average 46-Hour Work Week FIGURE 2.1
  9. 9. Rewards of Selling Careers <ul><li>Above-average ____________ </li></ul><ul><li>Above-average “__________” income </li></ul><ul><li>Opportunity for ______________ </li></ul><ul><li>Opportunities for _________ and minorities </li></ul>
  10. 10. Executive and Sales Force Compensation TABLE 2.2
  11. 11. Women and Minorities <ul><li>Growing opportunities for both women and minorities </li></ul><ul><li>More women are turning to sales as a career </li></ul><ul><li>Companies recognize a need for a more diverse sales force </li></ul>
  12. 12. Employment Settings in Selling Today <ul><li>Selling a ____________ </li></ul><ul><li>Selling for a _____________ </li></ul><ul><li>Selling for a _____________ </li></ul><ul><li>Selling for a _______________ </li></ul>
  13. 13. Selling a Service <ul><li>Financial services </li></ul><ul><li>Radio, television, and Internet advertising </li></ul><ul><li>Newspaper advertising </li></ul><ul><li>Hotel, motel, and convention center services </li></ul><ul><li>Real estate </li></ul><ul><li>Insurance </li></ul><ul><li>Banking </li></ul><ul><li>Business services </li></ul>
  14. 14. Retail Selling <ul><li>Automobiles </li></ul><ul><li>Musical instruments </li></ul><ul><li>Photographic equipment </li></ul><ul><li>Fashion apparel </li></ul><ul><li>Major appliances </li></ul><ul><li>Recreational vehicles </li></ul><ul><li>Television and radio receivers </li></ul><ul><li>Furniture/decorating supplies </li></ul><ul><li>Tires and related accessories </li></ul><ul><li>Computers </li></ul>Product categories like these usually require a high degree of personal selling
  15. 15. Wholesale Selling <ul><li>Inside salesperson </li></ul><ul><li>Relies heavily on phone orders </li></ul><ul><li>More office-based </li></ul><ul><li>Internet often used for support </li></ul><ul><li>Inside sales growing in popularity as a cost-saving move </li></ul><ul><li>Outside salesperson </li></ul><ul><li>On-the-road </li></ul><ul><li>Duties vary </li></ul><ul><li>Often must be familiar with many products </li></ul><ul><li>Must know details of customer’s operation </li></ul><ul><li>Serves as consultant to the customer </li></ul>
  16. 16. Manufacturer Selling <ul><li>Field salesperson </li></ul><ul><li>Gains new customers </li></ul><ul><li>Increases sales for existing customers </li></ul><ul><li>Detail salesperson </li></ul><ul><li>Assists clients with marketing, collects data </li></ul><ul><li>Not compensated on amount sold </li></ul><ul><li>Sales engineer </li></ul><ul><li>Knows technical details </li></ul><ul><li>Must identify, analyze, solve customer problems </li></ul><ul><li>Inside salesperson </li></ul><ul><li>Takes orders </li></ul><ul><li>Supports field staff </li></ul>
  17. 17. Telemarketing Sales Channel <ul><li>Telemarketing: a channel in which the sales process is conducted by telephone </li></ul><ul><li>Serves two purposes: ____ and _______ </li></ul><ul><li>Inside sales, backup for outside sales </li></ul><ul><li>Sometimes used to maintain contact with smaller customers </li></ul><ul><li>Also used to find and qualify prospects </li></ul>
  18. 18. Learning How to Sell <ul><li>“ The principles of selling can be learned and applied by people whose personal characteristics are quite different.” </li></ul>
  19. 19. Four Sources of Sales Training <ul><li>Corporate-sponsored _________ </li></ul><ul><li>Training provided by __________ vendors </li></ul><ul><li>Certification ______________ </li></ul><ul><li>College and university courses </li></ul>
  20. 20. Corporate-sponsored Training <ul><li>Many firms have __________ programs </li></ul><ul><li>Millions are spent in _______ each year </li></ul><ul><li>Salespeople among the most intensively trained employees </li></ul><ul><li>Training for _____________ selling may be a few months to a year </li></ul><ul><li>Some Web-based training used </li></ul>

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