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Personnel Selling

“Everybody lives by selling something.”
       Robert Louis Stevenson


Careers in Sales
   High demand but not a career for everybody,
   but, good experience early in any career…
   Negative perceptions
   $…$…$
Personnel Selling

Selling Process
   Prospecting
   Qualifying
   Approaching
   Presenting/Demonstration
   Handling Objections and Questions
   Closing
   Follow-up
Personal Selling

Sales force activities
   Cultivating new clients
   Communication
   Selling
   Servicing
   Information gathering
   Allocating scarce resources
Personnel Selling

Objectives
   Units or $ sold
   Market share by territory
   Target profit per sale
   Maximize sales per $ cost
   Maximize number of sales calls per period

   …but these mostly conflict…?
Personnel Selling

Salary versus Commission

   control…incentive

   security…fairness

   simplicity…flexibility
Personnel Selling

4 E’s
   Energy for long hours
   Enthusiasm for job, product
   Empathy for customer
   Ego, victory, desire to win
Ad

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16 personal selling

  • 1. Personnel Selling “Everybody lives by selling something.” Robert Louis Stevenson Careers in Sales High demand but not a career for everybody, but, good experience early in any career… Negative perceptions $…$…$
  • 2. Personnel Selling Selling Process Prospecting Qualifying Approaching Presenting/Demonstration Handling Objections and Questions Closing Follow-up
  • 3. Personal Selling Sales force activities Cultivating new clients Communication Selling Servicing Information gathering Allocating scarce resources
  • 4. Personnel Selling Objectives Units or $ sold Market share by territory Target profit per sale Maximize sales per $ cost Maximize number of sales calls per period …but these mostly conflict…?
  • 5. Personnel Selling Salary versus Commission control…incentive security…fairness simplicity…flexibility
  • 6. Personnel Selling 4 E’s Energy for long hours Enthusiasm for job, product Empathy for customer Ego, victory, desire to win
  • 7. Blowing in the Wind Video Annoying Sales Promotion Works