1. CHAPTER 1: THE LIFE, TIMES, AND CAREER OF
THE PROFESSIONAL SALESPERSON
SALES STRATEGIES AND
TECHNIQUES
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2. SALES:
• SELLING GOODS
SELLING IDEAS
SELLING YOURSELF
SELLING YOURSELF
SELLING YOURSELF
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3. “Twitter Executive Chairman and Founder of
Square - Net Worth $1.1 Billion .”
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4. THE INTERNET AND THE KNOWLEDGE ECONOMY
IS REPLACING THE CAR SALESMAN
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5. “Winter in the car business. It's like Washington's
Valley Forge.”
–@JOHNNYBCOOL
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6. FIRST JOB:
HOW WILL YOU SELL YOURSELF TO FUTURE
EMPLOYERS?
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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.
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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
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9. SELLING IS JUST ONE OF MANY MARKETING
COMPONENTS:
• Personal selling includes:
• Personal communication of information
• Persuasion
• Helping others
• Goods
• Services
• Ideas
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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
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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
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12. EXHIBIT 1.4: MAJOR REASONS
FOR CHOOSING A SALES
CAREER
• Service to others
• Variety
• Freedom
• Challenge
• Advancement
• Rewards
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13. ARE ANY OF YOU INTERESTED IN A CAREER
IN SALES? WHERE? WHY?
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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
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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
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16. OUT OF THE 4 DIFFERENT TYPES OF SALES
JOBS, WHICH ONE INTERESTS YOU MOST?
WHY?
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17. FOR ILLUSTRATIVE PURPOSES ONLY
EXHIBIT 1.7: A SALES PERSONNEL
CAREER PATH
CAREER PATH
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Does not exist
anymore

18. EXHIBIT 1.8: SUCCESS IN SELLING–WHAT DOES IT TAKE?
LOVE OF SELLING IS AT HEART OF HELPING
OTHERS (SSUCCESS)
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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
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20. KELLOGG’S PARTNERSHIP WITH GIANT EAGLE
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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
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22. BUILDING RELATIONSHIPS THROUGH THE
SALES PROCESS
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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
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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
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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
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