Personal Selling Opportunities in the Age of Information 2 Selling Today 10 th  Edition CHAPTER Manning and Reece
Learning Objectives <ul><li>Describe how personal selling skills contribute to work performed by knowledge workers </li></...
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><...
Discussion Question <ul><li>How can selling skills benefit the  following people? </li></ul><ul><ul><li>A teller at a loca...
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 income </li></ul><ul><li>Above-average “psychic” income </li></ul><ul><li...
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 service </li></ul><ul><li>Selling for a retailer </li></ul><ul><li>...
Selling a Service <ul><li>Financial services </li></ul><ul><li>Radio, television, and Internet advertising </li></ul><ul><...
Discussion Questions <ul><li>In what ways are services different from hard goods? </li></ul><ul><li>How can selling a serv...
Selling a Service See theWebsite
Special Case: Radio Advertising Sales <ul><li>More than 10,000 radio stations in the United States </li></ul><ul><li>Work ...
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...
Discussion Questions <ul><li>Are salespeople made or are they born? </li></ul><ul><li>What reasons would someone give to s...
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 training </li></ul><ul><li>Training provided by commercial vend...
Corporate-sponsored Training <ul><li>Many firms have established programs </li></ul><ul><li>Millions are spent in training...
Commercial Vendor: Huthwaite’s SPIN Selling  See the Website
Commercial Vendor: Acclivus Corporation  See the Website
Certificate Programs:  The Certified Medical Representative See the Website
University Courses: A Sales Training Facility Courtesy: Nicholls State University
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Personal Selling Opportunities In The Age Of Information

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Personal Selling Opportunities In The Age Of Information

  1. 1. Personal Selling Opportunities in the Age of Information 2 Selling Today 10 th Edition CHAPTER Manning and Reece
  2. 2. Learning Objectives <ul><li>Describe how personal selling skills contribute to work performed by knowledge workers </li></ul><ul><li>Discuss the rewarding aspects of personal selling careers </li></ul><ul><li>Describe the opportunities for women and minorities in the field of personal selling </li></ul><ul><li>Discuss the characteristics of selling positions in four major employment settings: service, retailing, wholesaling, and manufacturing </li></ul><ul><li>Identify the four major sources of sales training </li></ul>
  3. 3. 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>
  4. 4. <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
  5. 5. Discussion Question <ul><li>How can selling skills benefit the following people? </li></ul><ul><ul><li>A teller at a local bank </li></ul></ul><ul><ul><li>An accountant at a small CPA firm </li></ul></ul><ul><ul><li>A company owner looking for franchisees </li></ul></ul><ul><ul><li>A regional manager for a national department store chain </li></ul></ul>
  6. 6. 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>
  7. 7. 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>
  8. 8. Large U.S. Sales Forces TABLE 2.1
  9. 9. 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>
  10. 10. How Salespeople Spend an Average 46-Hour Work Week FIGURE 2.1
  11. 11. Rewards of Selling Careers <ul><li>Above-average income </li></ul><ul><li>Above-average “psychic” income </li></ul><ul><li>Opportunity for advancement </li></ul><ul><li>Opportunities for women and minorities </li></ul>
  12. 12. Executive and Sales Force Compensation TABLE 2.2
  13. 13. 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>
  14. 14. Employment Settings in Selling Today <ul><li>Selling a service </li></ul><ul><li>Selling for a retailer </li></ul><ul><li>Selling for a wholesaler </li></ul><ul><li>Selling for a manufacturer </li></ul>
  15. 15. 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>
  16. 16. Discussion Questions <ul><li>In what ways are services different from hard goods? </li></ul><ul><li>How can selling a service be different, and more difficult, than selling a hard good? </li></ul>
  17. 17. Selling a Service See theWebsite
  18. 18. Special Case: Radio Advertising Sales <ul><li>More than 10,000 radio stations in the United States </li></ul><ul><li>Work with local, regional, and national accounts </li></ul><ul><li>Local and national training, certification </li></ul><ul><li>In medium markets, compensation can reach $100,000+ </li></ul>See the Website
  19. 19. 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
  20. 20. 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>
  21. 21. 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>
  22. 22. Telemarketing Sales Channel <ul><li>Telemarketing: a channel in which the sales process is conducted by telephone </li></ul><ul><li>Serves two purposes: sales and service </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>
  23. 23. Discussion Questions <ul><li>Are salespeople made or are they born? </li></ul><ul><li>What reasons would someone give to support each side of this discussion? </li></ul>
  24. 24. 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>
  25. 25. Four Sources of Sales Training <ul><li>Corporate-sponsored training </li></ul><ul><li>Training provided by commercial vendors </li></ul><ul><li>Certification programs </li></ul><ul><li>College and university courses </li></ul>
  26. 26. Corporate-sponsored Training <ul><li>Many firms have established programs </li></ul><ul><li>Millions are spent in training each year </li></ul><ul><li>Salespeople among the most intensively trained employees </li></ul><ul><li>Training for consultative selling may be a few months to a year </li></ul><ul><li>Some Web-based training used </li></ul>
  27. 27. Commercial Vendor: Huthwaite’s SPIN Selling See the Website
  28. 28. Commercial Vendor: Acclivus Corporation See the Website
  29. 29. Certificate Programs: The Certified Medical Representative See the Website
  30. 30. University Courses: A Sales Training Facility Courtesy: Nicholls State University

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