What is sales?

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What is sales?

  1. 1. 1 Overview of Selling©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied orduplicated, or posted to a publicly accessible website, in whole or in part.
  2. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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.

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