Sales Profession/Career Personal Selling  Chapter 2
Sales Career <ul><li>Sales Career offers tremendous potential for growth in: </li></ul><ul><li>Personal Advancement </li><...
Why Choose a Sales Career? <ul><li>Gives an opportunity to provide a service. </li></ul><ul><li>Numerous jobs are availabl...
Types of Sales Job <ul><li>Retail Selling </li></ul><ul><li>A retail salesperson/customer contact person sells goods or se...
Types of sales job <ul><li>Wholesale Selling </li></ul><ul><ul><li>Sells products to intermediaries – middlemen ( small di...
Types of sales job <ul><li>Types of Sales employees: </li></ul><ul><li>- Inside or In-house Salesperson </li></ul><ul><li>...
Types of sales job <ul><li>Types of Sales employees: </li></ul><ul><li>- Outside Salesperson </li></ul><ul><li>- Sells a s...
Types of sales job <ul><li>Manufacturer’s Selling </li></ul><ul><li>Main types of sales person in manufacturing  are: </li...
Types of sales job <ul><li>Manufacturer’s Selling </li></ul><ul><li>Main types of sales person in manufacturing  are: </li...
Order takers and Order Getters <ul><li>Order takers  </li></ul><ul><li>-  Are basically salespeople who engage in  </li></...
Is the sales career suitable for you? <ul><li>Some useful questions to ask are: </li></ul><ul><li>-  What is your past suc...
Qualities of Successful Salesperson <ul><li>A successful salesperson should have the  </li></ul><ul><li>following job qual...
How does the Sales Job differ from others? <ul><li>Salesperson acts as the organization’s rep in the external business env...
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  1. 1. Sales Profession/Career Personal Selling Chapter 2
  2. 2. Sales Career <ul><li>Sales Career offers tremendous potential for growth in: </li></ul><ul><li>Personal Advancement </li></ul><ul><li>Personal Power </li></ul><ul><li>Independence </li></ul><ul><li>Upliftment of one standard of living </li></ul><ul><li>Various Recognition – local, regional and International </li></ul><ul><li>Personal Satisfaction </li></ul><ul><li>Managing a sales team </li></ul>
  3. 3. Why Choose a Sales Career? <ul><li>Gives an opportunity to provide a service. </li></ul><ul><li>Numerous jobs are available. </li></ul><ul><li>Personal Freedom </li></ul><ul><li>Gives opportunities and challenges </li></ul><ul><li>Success in furthering one’s career </li></ul><ul><li>Non financial rewards </li></ul><ul><li>Easier to become a manager. </li></ul>
  4. 4. Types of Sales Job <ul><li>Retail Selling </li></ul><ul><li>A retail salesperson/customer contact person sells goods or service to consumers for: </li></ul><ul><ul><li>Personal use or consumption </li></ul></ul><ul><ul><li>Non business use </li></ul></ul><ul><ul><li>E.g. of types of sellers are In store salesperson, Direct Sellers, and Telemarketing Salesperson </li></ul></ul>
  5. 5. Types of sales job <ul><li>Wholesale Selling </li></ul><ul><ul><li>Sells products to intermediaries – middlemen ( small distributors) and retailers other than the end user (consumer) </li></ul></ul><ul><ul><li>Buy products from manufacturers </li></ul></ul><ul><ul><li>Buy products from bigger or larger wholesalers. </li></ul></ul><ul><ul><li>Sell in bulk, not in small quantity </li></ul></ul>
  6. 6. Types of sales job <ul><li>Types of Sales employees: </li></ul><ul><li>- Inside or In-house Salesperson </li></ul><ul><li>- Orders are seeked exclusively via telephone. </li></ul><ul><li>- Need to conform to strict timetable of customer contact. </li></ul><ul><li>- Accountability and responsibility is high. </li></ul>
  7. 7. Types of sales job <ul><li>Types of Sales employees: </li></ul><ul><li>- Outside Salesperson </li></ul><ul><li>- Sells a single or specialized product. </li></ul><ul><li>- Multiple products </li></ul><ul><li>- Geographical – based on locality </li></ul><ul><li> - Technical know how or expertise </li></ul><ul><li> - Key Accounts </li></ul>
  8. 8. Types of sales job <ul><li>Manufacturer’s Selling </li></ul><ul><li>Main types of sales person in manufacturing are: </li></ul><ul><li>- Accounts representative </li></ul><ul><li>- Ask for orders from existing and established </li></ul><ul><li>customers. </li></ul><ul><li>- Detail salesperson </li></ul><ul><li>- focus on performing promotional activities and </li></ul><ul><li>introduction of new products. </li></ul>
  9. 9. Types of sales job <ul><li>Manufacturer’s Selling </li></ul><ul><li>Main types of sales person in manufacturing are: </li></ul><ul><li>- Sales Engineer – Sells products that need technical </li></ul><ul><li>knowledge and assistance. </li></ul><ul><li>- Industrial product salesperson – Non technical staff </li></ul><ul><li>who sells tangible products to industrial buyers. </li></ul><ul><li>- Service salesperson – the salesperson must sell the benefits of intangible ( non-physical) to the prospect or customer. </li></ul>
  10. 10. Order takers and Order Getters <ul><li>Order takers </li></ul><ul><li>- Are basically salespeople who engage in </li></ul><ul><li>the process of taking orders from </li></ul><ul><li>customers and wait for the customer to </li></ul><ul><li>place the order. </li></ul><ul><li>Order Getters </li></ul><ul><li>- are salespeople who engage in getting </li></ul><ul><li>new and repeat business using a creative </li></ul><ul><li> sales strategy and an articulate presentation </li></ul>
  11. 11. Is the sales career suitable for you? <ul><li>Some useful questions to ask are: </li></ul><ul><li>- What is your past success or achievement? </li></ul><ul><li>- What is my future goal or aspiration? </li></ul><ul><li>- Can I take on the responsibility of a sales job? </li></ul><ul><li>- Do I need to travel including going outstation? </li></ul><ul><li>- Do I need the say in how I manage my work and time? </li></ul><ul><li>- Do I have the job personality? </li></ul><ul><li>- Can I work anywhere if the need arises? </li></ul><ul><li>Your answers to these questions will help you </li></ul><ul><li>determine and analyze the various types of jobs and help you set certain guideline for determining job opportunities. </li></ul>
  12. 12. Qualities of Successful Salesperson <ul><li>A successful salesperson should have the </li></ul><ul><li>following job qualities: </li></ul><ul><li>Caring, joy and harmony </li></ul><ul><li>Patience, kindness and good moral ethics </li></ul><ul><li>Faithful, fair and self controlled </li></ul>
  13. 13. How does the Sales Job differ from others? <ul><li>Salesperson acts as the organization’s rep in the external business environment. </li></ul><ul><li>Field Salesperson act independently with minimal supervision. </li></ul><ul><li>Salesperson must behave in accordance to customer’s expectation. </li></ul><ul><li>Salespeople can have access to finance, which other staff may not be eligible for. </li></ul><ul><li>Salespeople spend considerable time on their job, including traveling. </li></ul>

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