The document discusses various aspects of a career in sales including: 1) The sales career offers opportunities for personal advancement, power, independence, and standard of living as well as local, regional and international recognition. 2) There are numerous sales jobs available in retail selling, wholesale selling, and manufacturing. These include inside salespeople, outside salespeople, account representatives, and more. 3) Qualities of a successful salesperson include caring, patience, kindness, faith, fairness, and self-control. The sales job differs from others in requiring independent work with minimal supervision and meeting customer expectations.

1. Sales Profession/Career Personal Selling Chapter 2

2. Sales Career Sales Career offers tremendous potential for growth in: Personal Advancement Personal Power Independence Upliftment of one standard of living Various Recognition – local, regional and International Personal Satisfaction Managing a sales team

3. Why Choose a Sales Career? Gives an opportunity to provide a service. Numerous jobs are available. Personal Freedom Gives opportunities and challenges Success in furthering one’s career Non financial rewards Easier to become a manager.

4. Types of Sales Job Retail Selling A retail salesperson/customer contact person sells goods or service to consumers for: Personal use or consumption Non business use E.g. of types of sellers are In store salesperson, Direct Sellers, and Telemarketing Salesperson

5. Types of sales job Wholesale Selling Sells products to intermediaries – middlemen ( small distributors) and retailers other than the end user (consumer) Buy products from manufacturers Buy products from bigger or larger wholesalers. Sell in bulk, not in small quantity

6. Types of sales job Types of Sales employees: - Inside or In-house Salesperson - Orders are seeked exclusively via telephone. - Need to conform to strict timetable of customer contact. - Accountability and responsibility is high.

7. Types of sales job Types of Sales employees: - Outside Salesperson - Sells a single or specialized product. - Multiple products - Geographical – based on locality - Technical know how or expertise - Key Accounts

8. Types of sales job Manufacturer’s Selling Main types of sales person in manufacturing are: - Accounts representative - Ask for orders from existing and established customers. - Detail salesperson - focus on performing promotional activities and introduction of new products.

9. Types of sales job Manufacturer’s Selling Main types of sales person in manufacturing are: - Sales Engineer – Sells products that need technical knowledge and assistance. - Industrial product salesperson – Non technical staff who sells tangible products to industrial buyers. - Service salesperson – the salesperson must sell the benefits of intangible ( non-physical) to the prospect or customer.

10. Order takers and Order Getters Order takers - Are basically salespeople who engage in the process of taking orders from customers and wait for the customer to place the order. Order Getters - are salespeople who engage in getting new and repeat business using a creative sales strategy and an articulate presentation

11. Is the sales career suitable for you? Some useful questions to ask are: - What is your past success or achievement? - What is my future goal or aspiration? - Can I take on the responsibility of a sales job? - Do I need to travel including going outstation? - Do I need the say in how I manage my work and time? - Do I have the job personality? - Can I work anywhere if the need arises? Your answers to these questions will help you determine and analyze the various types of jobs and help you set certain guideline for determining job opportunities.

12. Qualities of Successful Salesperson A successful salesperson should have the following job qualities: Caring, joy and harmony Patience, kindness and good moral ethics Faithful, fair and self controlled

13. How does the Sales Job differ from others? Salesperson acts as the organization’s rep in the external business environment. Field Salesperson act independently with minimal supervision. Salesperson must behave in accordance to customer’s expectation. Salespeople can have access to finance, which other staff may not be eligible for. Salespeople spend considerable time on their job, including traveling.