Professional Image for SalesPeople


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Salespeople merupakan pekerjaan yang sangat dicari dan memegang posisi penting didalam pergerakan bisnis didalam industry apapun. Tetapi sayangnya, Salespeople yang memiliki professionalisme dalam bertindak dan bersikap sangatlah sulit ditemukan.
Ingat 80-20 Rules?? Bahwa dari total 100% jumlah Sales Force, ternyata hanya 20% yang memberikan kontribusi positif diatas rata-rata. Lalu what Happend to other 80%??

Hal tersebut yang menjadi concern dalam pembahasan didalam materi tersebut. Dan bagaimana pula agar para rekan-rekan Salespeople dapat meningkatkan kemampuan dan performance dengan meningkatkan pengetahuan dasar tentang hal tersebut.

Happy Selling,

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Professional Image for SalesPeople

  1. 1. By: Alfa Maulana, S.Sos., MBA(MM UGM AP13B – Jakarta)+62 811-101216alfa@creative-cons.commaulanaalfa0377@gmail.comFollow @maulanaalfaFb. maulanaalfa
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  3. 3. Resume Facilitator – Alfa Maulana, MBAProfessional Qualification (± 14 yrs Experience @ Sales - 13 yrs @ Sales Banking Products)Master of Bussiness Admnistration from Universitas Gadjah Mada – Jakarta (GPA 3,65)1. Corporate Sales Officer, Indovision2. Sales Area Coordinator, Komselindo3. Sales Officer BCA Card Center, PT Bank Central Asia , Tbk (Credit Cards and Merchants-EDC)4. Telesales Manager, PT Bank Centrak Asia, Tbk (for Credit Cards Team)5. Marketing Comm and Relationship BCA Consumer Banking, PT Bank Central Asia, Tbk (KPR & KKB Products)6. Telesales Dept Head , LippoBank (Personal Loan, Credit Cards & Top-Up Savings Products)7. SME Sales Performance Management, PT Bank Danamon Indonesia, Tbk8. SME Telesales Manager, PT Bank Danamon Indonesia, Tbk9. SME Relationship Manager, PT Bank Danamon Indonesia, Tbk10. National Direct Sales Funding Division Head, PT CIMB Niaga, TbkTrainer Experience & Recent Activities1. Sales Trainer at Muamalat Institute2. Sales & Motivational Trainer @ Bank BTN Shariah (BM + Operations Head)3. Sales & Motivational Trainer @ Bank Mandiri – JaBar Area u/ KTA + KPR Products (150 SalesForce)4. Sales & Motivational Speaker @ AJE Big Cola (350 SalesForce)5. Sales & Motivational Speaker @ Fakultas Teknik – Universitas Pancasila6. Lecture at Sekolah Tinggi Ekonomi dan Keuangan Perbankan Indonesia (STEKPI)etc 3
  4. 4. WHAT’S MY JOB?Preparation Understanding 4
  5. 5. Why choose the Sales Profession?1. Employment in sales is growing2. Sales positions offer advantages: A. Good compensation B. Intrinsic reward from helping customers C. Flexible in day-to-day activities D. High-visibility career track E. Limited supervision F. Travel opportunities G. Increasing responsibilities 5
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  7. 7. Restaurant MENJUAL makananAirlines MENJUAL ‘seat’ dalam pesawatRumah Sakit MENJUAL tempat tidur, obat, jasa dokterBank MENJUAL jasa pengelolaan keuanganAsuransi MENJUAL rasa aman 7
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  9. 9. Desirable SalesPeople Traits EmpatheticSelf-motivated Competitive Organized Goal-oriented SalesPeople Enthusiastic Adaptive Customer- oriented 9
  10. 10. Selling to ‘Scary’ LarryBrandon is a salesperson for Agri King who isabout to call on Larry, a prospective customer.Larry has had some negative experiences with aprevious salesperson. What advice do you havefor Brandon in order to get at least some ofLarry’s business? 10
  11. 11. Amateur vs ProfessionalHelen is about to begin her career as a salesrepresentative for Market Tech. Her supervisoras stressed to her the importance of being ‘aprofessional’. What does this mean to Helen?What is (or should be) Helen’s main job goal? 11
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  13. 13. Sales Keys 13
  14. 14. Strategic/Consultative Selling Model 14
  15. 15. The Purpose of BusinessIncrease the general well being of humankindthrough the sales of goods and services 15
  16. 16. The Two Basic Functions of Business1. Production of goods or creation of services2. Marketing those goods and services 16
  17. 17. ‘Negative’ Sales QuotesSalesmanship: The art of selling someonesomething that they don’t want, don’t need,and certainly can’t afford.(Bob Sagett, America’s Funniest Home Videos) 17
  18. 18. The Selling Concept1. Characterized by product demonstrations and unsophisticated sales techniques2. Emphasis on the product3. Product created and then sold4. Management is sales-volume oriented5. Stresses needs of the seller 18
  19. 19. The Difference BetweenSelling and Marketing Concepts 19
  20. 20. Professional SalesPeople Step by Step 1. What selling is. 2. What a salespeople does. 3. What it means to have a strong commitment to being a caring person, consultant, and problem solver 20
  21. 21. Selling Philosophy of ‘Good’ SalesPeople1. Selling is problem solving2. Selling is a helping, caring activity3. A customer is a person to be served, not a prospect to be sold4. Treat people as human beings, not Rp signs5. Unique products, relationships, cultures are important6. Be customer driven, not product driven7. Focus on customer needs8. The customer is the reason a salesperson exists9. Long-term success depends on pleasing others10. Selling is a ‘win-win’ activity11. A commitment to self improvement and life-long learning essential for long- term success12. Adherence to a strict code of ethics emphasizing, among other things, mutual trust, respect, and honesty is essential 21
  22. 22. Marketing Mix Element 22
  23. 23. Negative aspects of being a Professional SalesPeople1. Long Hours (physically exhausting)2. Isolation (often work alone)3. Mentally Depressing a. Rejections b. Complaints4. Stress 23
  24. 24. Relationship Marketing1. Relationship marketing is the creation of customer loyalty2. Targets a major customer that it wants to sell to now and in the future3. Establishes a long-term collaborative relationship 24
  25. 25. Relationship Marketing and the SalesPeopleFour basic questions used as guidelines in definingthe role of the SalesPeople: 1.How much selling effort is necessary to gain and hold customers? 2.Is the sales force the best marketing tool? 3.What type of sales activity will be necessary? 4.Can the firm gain strength relative to its competition with its sales force? 25
  26. 26. Relationship Marketing and the SalesPeople1. Personal selling builds relationships!2. Two main functions of personal selling are to: a. Generate revenue b. Provide services to satisfy customers3. Flexible in operation4. Focused on prospective customers5. Results in actual sales 26
  27. 27. Relationship Marketing and the SalesPeople SalesPeople Implement Relationship Marketing 27
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  29. 29. Three Levels of Relationship Marketing1. Transaction selling: customers are sold to and not contacted again2. Relationship selling: the seller contacts customers after the purchase to determine if they are satisfied and have future needs3. Partnering: the seller works continually to improve its customers’ operations, sales, and profits 29
  30. 30. Dependence Increases as Relationships Become More Important High Relationships Low Low Dependence High 30
  31. 31. Sales Forms 31
  32. 32. Tailoring Relationship Strategies1. Transactional selling • Buyers aware of needs, focus on price • Relationship strategy secondary2. Consultative selling • Salesperson listens, defines problem, solves • Impact of the relationship is important3. Strategic alliance selling • Build relationship with several people 32
  33. 33. Developing a More Positive Self-ImageFocus on future, not past mistakesDevelop expertise in selected areasDevelop a positive mental attitude 33
  34. 34. The Win-Win Philosophy1. Customer satisfaction primary2. Adopting win-win is the first step in development of relationship strategy3. Both the buyer and seller come out of the sale with their respective best interests being served 34
  35. 35. Win-Win versus Win-Lose 35
  36. 36. Voice Quality and Relationships Ever hear “It’s not just what you say, but how you say it?”1. Avoid rapid-fire speech2. Vary speed of your delivery3. Sound upbeat and energetic, but not phony4. Convey enthusiasm in your voice5. Try to sound “relaxed”6. Avoid bad speech habits 36
  37. 37. Conversational StrategiesFrom Dale Carnegie:1. Become genuinely interested in other people2. Be a good listener3. Talk about interests of othersFrom text:1. Comment on here and now observations2. Compliment your customers when appropriate3. Find mutual acquaintances or interests 37
  38. 38. The Personal Selling Process Pre-Prospecting Approach Approach Need Follow-Up Identification Gaining Handling PresentationCommitment Objections Dr. Rosenbloom 38
  39. 39. Sales Management Motivating the Sales Force Sales Force Quotas1. Provide further motivation to salespeople and to encourage salespeople to focus on the priories of the company2. Reward when the pre-specified performance level (quota) is reached Dr. Rosenbloom 39
  40. 40. Sales Management Motivating the Sales Force Sales Coaching1. Regular praising of salespeople and let them know their efforts are appreciated2. Rapport-building, open communication, and modeling behavior3. Good sales management feedback Dr. Rosenbloom 40
  41. 41. Sales Management Evaluation of Performance communication skills, product knowledge, Qualitative attitude, selling skills, initiative/aggressiveness, factors appearance/manner, and knowledge of the competition sales volume in dollars, sales volume to previous Quantitative year’s sales, number of new accounts, net dollar factors profits and sales volume by dollar quota 1. Sales managers should provide continual guidance and feedback 2. Use more quantitative methods of evaluation to reduce bias in the evaluation process Dr. Rosenbloom 41
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