Bmgt 204 chapter_1_power_point

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  • Selling today is not about just making the sale. Selling today is about selling yourself and your ideas. College degrees are becoming a commodity, and those who sell themselves are the ones who are destined to get ahead. This young man, now 36, sold an idea to consumers, and then to private investors, and now, to the public markets. Does anyone recognize him?
  • Jack Dorsey, is a co-founder of Twitter and founder of mobile payment company Square Inc. He sold his idea, many of them skeptics, and is now worth a billion dollars. Will you be worth a billion for taking this class? Hopefully. And if you are, remember your instructor who helped you get there. This class is designed to give you the background you will need to sell yourself, and your ideas. This course will help you get hired, promoted, and continue to succeed as you begin your career.
  • The car salesman. Thats what many people think of when they think of sales and selling. Yet - the usefulness of the car sales man is dying. People have google. They know what they want before they get there. The car salesman of today is a user of SEO, SEM, and social media to build relationships. Selling is about building relationships.
  • Who in this class wants to be a car sales person?
  • To get ahead in this economy - you need to be able to sell yourself. A college degree is a piece of the puzzle - and its up to you to complete it. You need to be able to sell yourself and your ideas.
  • You need to sell yourself to your first employer. Your first boss. Your second boss. Your 5 bosses. You need to make yourself the person that people need.
  • Products are becoming more and more designed around humans. Less persuasive selling is needed when the product is already designed around them. If there is a sales forces - it should be focused on customers problems and solutions, and not forcing a sale.
  • Some of the best salespeople I have worked with have been woman - this is just my observation. I have found them to be more reliable, more concerned about my goals, and better partners. Less Competitive and really look out for my goals.
  • There are very few Direct to Consumer Sales jobs. A few exceptions are insurance, and realtor services. If you see a job - that says you will direct sell to people door to door - be very aware.
  • What do companies like P&G make? Who do they sell to? Why would a job like this be sought after? There is strong consumer demand, dedicated buyers, and large volumes of sales. Your livelihood is not threatened if one bottle of tide does not sell.
  • If you could pick anything to sell today, that you love, what would it be?
  • This process can be used for a job search. A job posting is an opportunity for you to analyze the companies needs, and when you present your cover letter and resume, you are presenting the product benefits, and the product is you. The interview is where you gain commitment, and the service is when you get the job and agree to what you presented.
  • Analyze Needs: Grow Breakfast Category due to declining sales
    Product Benefits: Innovative taste profile based on trends
    Gain Commitment: Agree to be exclusive and test in year 1
    Services: Support test through marketing
  • Bmgt 204 chapter_1_power_point

    1. 1. CHAPTER 1: THE LIFE, TIMES, AND CAREER OF THE PROFESSIONAL SALESPERSON SALES STRATEGIES AND TECHNIQUES 1
    2. 2. SALES: • SELLING GOODS SELLING IDEAS SELLING YOURSELF SELLING YOURSELF SELLING YOURSELF 2
    3. 3. “Twitter Executive Chairman and Founder of Square - Net Worth $1.1 Billion .” 3
    4. 4. THE INTERNET AND THE KNOWLEDGE ECONOMY IS REPLACING THE CAR SALESMAN 4
    5. 5. “Winter in the car business. It's like Washington's Valley Forge.” –@JOHNNYBCOOL 5
    6. 6. FIRST JOB: HOW WILL YOU SELL YOURSELF TO FUTURE EMPLOYERS? 6
    7. 7. UNEMPLOYMENT IS NOT THE ONLY ISSUE HALF OF ALL COLLEGE GRADUATES ARE WORKING A JOB THAT THE BUREAU OF LABOR STATISTICS SUGGESTS REQUIRES LESS THAN A FOUR-YEAR DEGREE SUCH AS RETAIL SALESPEOPLE, CASHIERS, AND RESTAURANT SERVERS. 7
    8. 8. “You are all in sales. It’s up to you to sell yourself. Instead of commission, you are paid in a career.” –ME, RIGHT NOW. I JUST SAID THAT 8
    9. 9. SELLING IS JUST ONE OF MANY MARKETING COMPONENTS: • Personal selling includes: • Personal communication of information • Persuasion • Helping others • Goods • Services • Ideas 9
    10. 10. PERSONAL SELLING • Refers to the personal communications of information • To unselfishly persuade someone • To buy something – a good, service, idea, or something else – that satisfies that individual’s needs 10
    11. 11. WHAT SALESPEOPLE ARE PAID TO DO • Salespeople are paid to sell – that is their job • Performance goals are set for: • Themselves – In order to serve others and earn a living and keep their job • Their employers – So the companies will survive • Their customers – To fulfill needs and help organizations grow 11
    12. 12. EXHIBIT 1.4: MAJOR REASONS FOR CHOOSING A SALES CAREER • Service to others • Variety • Freedom • Challenge • Advancement • Rewards 12
    13. 13. ARE ANY OF YOU INTERESTED IN A CAREER IN SALES? WHERE? WHY? 13
    14. 14. TYPES OF SALES JOBS • Retail Selling: A retail salesperson sells goods or services to consumers for their personal, non-business use • Direct Selling: Face to face sales to consumers, typically in their homes, who use the products for their nonbusiness personal use 14
    15. 15. TYPES OF SALES JOBS • Selling for a Wholesaler • For resale • For use in producing other goods • For use within an organization • Selling for a Manufacturer • Working for the firm who manufacturers the product • This is usually a really good gig 15
    16. 16. OUT OF THE 4 DIFFERENT TYPES OF SALES JOBS, WHICH ONE INTERESTS YOU MOST? WHY? 16
    17. 17. FOR ILLUSTRATIVE PURPOSES ONLY EXHIBIT 1.7: A SALES PERSONNEL CAREER PATH CAREER PATH 17 Does not exist anymore
    18. 18. EXHIBIT 1.8: SUCCESS IN SELLING–WHAT DOES IT TAKE? LOVE OF SELLING IS AT HEART OF HELPING OTHERS (SSUCCESS) 18
    19. 19. EXHIBIT 1.11: THE CUSTOMER IS AT THE CENTER OF THE SALES SYSTEM: ABC’S PRESENT PRODUCT BENEFITS ANALYZE NEEDS CUSTOMER SERVICES GAIN COMMITMENT 19
    20. 20. KELLOGG’S PARTNERSHIP WITH GIANT EAGLE 20
    21. 21. EXHIBIT 1.13: WHAT DOES A PROFESSIONAL SALESPERSON DO? • Creates new customers • Sells more to present customers • Builds long-term relationships with customers • Provides solutions to customers’ problems • Provides service to customers • Helps customers resell products to their customers • Helps customers use products after purchase. • Builds goodwill with customers • Provides company with market information 21
    22. 22. BUILDING RELATIONSHIPS THROUGH THE SALES PROCESS 22
    23. 23. THE GOLDEN RULE OF PERSONAL SELLING AS TOLD BY A SALESPERSON • The Golden Rule of Personal Selling • Unselfishly treating others as you would like to be treated without expecting something in return • Others Include Competitors • The Golden Rule of Selling especially applies to your relationship with competitors • Sales is your “Calling” to Serve • Do not think of your occupation as work • Only through service can you find fulfillment in your job and life 23
    24. 24. THE GOLDEN RULE OF PERSONAL SELLING CONT… • To Serve, You Need Knowledge • Being knowledgeable on products and selling skills allows you to provide a high level of customer service • Customers Notice Integrity • Your customer’s should be able to trust that you are looking out for their best interest • Personal Gain is Not Your Goal • Do not be concerned about sales goals – just your customer’s • Others Come First 24
    25. 25. “http://www.ted.com/talks/angela_lee_duckworth_the_key _to_success_grit.html.” –GRIT - A KEY COMPONENT OF SALES SUCCESS AND SUCCESS OVERALL 25

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