The document discusses key aspects of a career in sales such as the selling process, sales force activities, objectives of sales teams, and compensation structures. It notes that sales careers can be high demand but not suitable for everyone and outlines the steps in the typical selling process from prospecting to follow up. It also addresses balancing objectives, salary vs commission plans, and qualities of successful salespeople.

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