The document provides an overview of personal selling and sales careers. It defines personal selling as unselfishly persuading others through personal communication. A new definition focuses on treating customers the way you would want to be treated. The "golden rule of personal selling" emphasizes prioritizing others' interests. Various types of sales jobs and careers are described. Key characteristics for success in selling include caring for customers, finding joy in work, and having high ethics. The future of sales roles requires skills like planning and working with others.
The document provides an overview of a textbook chapter on personal selling and sales careers. It defines personal selling, discusses the sales process and skills needed to succeed, and outlines different types of sales jobs. It emphasizes treating customers with the "Golden Rule" of doing unto others as you would have them do unto you to build long-term relationships. The chapter also examines whether a sales career may be suitable and discusses the future of sales in terms of required skills.
The document provides an overview of personal selling and the sales profession. It defines personal selling as unselfishly persuading someone to buy something that satisfies their needs. It discusses that salespeople are paid to sell products and services to fulfill customer needs and help organizations grow. It also outlines the steps in the customer relationship selling process, including prospecting, presenting, handling objections, and following up with customers after the sale.
The document discusses the role and skills of salespeople. It defines selling as involving personal communication and persuasion to help others. A key principle is the "Golden Rule of Personal Selling" of prioritizing customers' interests above one's own. The document outlines characteristics needed for sales success like caring for customers, patience, honesty and fairness. It also discusses relationship selling, analyzing customers' needs, and gaining commitment through presenting benefits.
This document discusses the nature of personal selling and sales management. It covers several key topics:
1) It defines personal selling and sales management, noting that sales management involves managing a company's personal selling efforts.
2) It describes the different types of sales jobs that exist, including consultative sellers, key account sellers, new business sellers, and others.
3) It explains how sales jobs differ from other jobs, such as having more autonomy, role ambiguity and stress, and travel requirements.
4) It also discusses the evolution of personal selling into a more consultative role and how sales management has broader responsibilities beyond just supervision, like strategic planning.
This document discusses the nature of personal selling and sales management. It covers several key topics:
1) It defines personal selling and sales management, noting that sales management involves managing a company's personal selling efforts.
2) It describes the different types of sales jobs that exist, including consultative sellers, key account sellers, new business sellers, and others.
3) It explains how sales jobs differ from other jobs, as salespeople face greater role ambiguity and stress due to representing the company and operating with little supervision.
4) It also outlines the different levels of sales management positions within companies, from entry-level sales supervisors to middle managers to top-level vice presidents of sales.
This document provides an overview of sales careers and the role of salespeople. It discusses that selling involves more than just making sales presentations, as salespeople must plan activities to increase sales in their territory. Successful selling requires a variety of skills that can be categorized as conceptual, human, and technical. These skills involve strategic thinking, relating to people, and mastering tasks like giving presentations. The document emphasizes that selling is both an art and a science that largely develops through experience and practice over time.
The document discusses key concepts in sales and marketing. It defines marketing as planning production, pricing, promotion, and distribution of goods and services to create exchanges that satisfy objectives. It describes the evolution of customer orientation from the production concept, to the selling concept, and finally to the modern marketing concept where customer wants drive production. The roles of salespeople are also summarized as creating new customers, selling more to existing customers, building long-term relationships, and providing solutions, service, and market information to customers.
The document outlines the sales process and emphasizes the importance of understanding customers, competitors, changes, and one's own company. It discusses the need for salespeople to prioritize customers by having characteristics like caring, patience, fairness, and ethics in order to build long-term relationships. The document also provides puzzles and exercises to illustrate how salespeople can overcome limits and barriers through relationship selling that is consultative and problem-solving oriented.
The document provides an overview of a textbook chapter on personal selling and sales careers. It defines personal selling, discusses the sales process and skills needed to succeed, and outlines different types of sales jobs. It emphasizes treating customers with the "Golden Rule" of doing unto others as you would have them do unto you to build long-term relationships. The chapter also examines whether a sales career may be suitable and discusses the future of sales in terms of required skills.
The document provides an overview of personal selling and the sales profession. It defines personal selling as unselfishly persuading someone to buy something that satisfies their needs. It discusses that salespeople are paid to sell products and services to fulfill customer needs and help organizations grow. It also outlines the steps in the customer relationship selling process, including prospecting, presenting, handling objections, and following up with customers after the sale.
The document discusses the role and skills of salespeople. It defines selling as involving personal communication and persuasion to help others. A key principle is the "Golden Rule of Personal Selling" of prioritizing customers' interests above one's own. The document outlines characteristics needed for sales success like caring for customers, patience, honesty and fairness. It also discusses relationship selling, analyzing customers' needs, and gaining commitment through presenting benefits.
This document discusses the nature of personal selling and sales management. It covers several key topics:
1) It defines personal selling and sales management, noting that sales management involves managing a company's personal selling efforts.
2) It describes the different types of sales jobs that exist, including consultative sellers, key account sellers, new business sellers, and others.
3) It explains how sales jobs differ from other jobs, such as having more autonomy, role ambiguity and stress, and travel requirements.
4) It also discusses the evolution of personal selling into a more consultative role and how sales management has broader responsibilities beyond just supervision, like strategic planning.
This document discusses the nature of personal selling and sales management. It covers several key topics:
1) It defines personal selling and sales management, noting that sales management involves managing a company's personal selling efforts.
2) It describes the different types of sales jobs that exist, including consultative sellers, key account sellers, new business sellers, and others.
3) It explains how sales jobs differ from other jobs, as salespeople face greater role ambiguity and stress due to representing the company and operating with little supervision.
4) It also outlines the different levels of sales management positions within companies, from entry-level sales supervisors to middle managers to top-level vice presidents of sales.
This document provides an overview of sales careers and the role of salespeople. It discusses that selling involves more than just making sales presentations, as salespeople must plan activities to increase sales in their territory. Successful selling requires a variety of skills that can be categorized as conceptual, human, and technical. These skills involve strategic thinking, relating to people, and mastering tasks like giving presentations. The document emphasizes that selling is both an art and a science that largely develops through experience and practice over time.
The document discusses key concepts in sales and marketing. It defines marketing as planning production, pricing, promotion, and distribution of goods and services to create exchanges that satisfy objectives. It describes the evolution of customer orientation from the production concept, to the selling concept, and finally to the modern marketing concept where customer wants drive production. The roles of salespeople are also summarized as creating new customers, selling more to existing customers, building long-term relationships, and providing solutions, service, and market information to customers.
The document outlines the sales process and emphasizes the importance of understanding customers, competitors, changes, and one's own company. It discusses the need for salespeople to prioritize customers by having characteristics like caring, patience, fairness, and ethics in order to build long-term relationships. The document also provides puzzles and exercises to illustrate how salespeople can overcome limits and barriers through relationship selling that is consultative and problem-solving oriented.
The document discusses the field of sales and identifies seven key factors for success. It notes that sales is an ancient profession and that most human interactions involve an element of persuasion or selling. The seven success factors are prospecting, approaching, presenting, asking questions, handling objections, closing, and personal management. The document advises salespeople to improve by setting goals, gaining knowledge through practice and feedback, and focusing on developing their weaknesses.
1) The document discusses the roles and responsibilities of professional salespeople, contrasting them with negative perceptions. It provides definitions of professional selling as problem-solving and developing customer relationships.
2) Professional salespeople aim to understand customer needs and provide solutions, focusing on customer satisfaction rather than just making sales.
3) The document outlines the sales process and gives examples of how salespeople help customers through consultation, education, and ongoing support. It emphasizes treating customers with respect.
This document provides an overview of key concepts in marketing from a textbook. It discusses what marketing is, how companies create value for customers to build relationships. It also covers understanding customer needs and selecting target customers. Companies must design marketing strategies and programs around a marketing mix to deliver value to customers. Building loyalty and satisfaction is key to capturing long-term value from customers over their lifetime as a customer.
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
Global Strategic Marketing IntroductionDavid Waggema
1. The document discusses the key concepts and principles of marketing, including defining marketing and distinguishing it from macro-marketing. It also outlines the universal marketing functions and how various intermediaries and collaborators perform them.
2. The marketing concept and customer value are explained, emphasizing that customer satisfaction should guide a firm's total efforts. Creating superior customer value through benefits and low costs is important for satisfying customers.
3. Social responsibility and marketing ethics in relation to the marketing concept are discussed. Firms must balance individual and group needs to act responsibly in the micro-macro dilemma.
Selling as a profession - The Life, Times and Career of the Professional Salesperson - Chapter 1 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
This document provides an overview of developing a personal selling philosophy. It discusses the definition of personal selling and the three prescriptions for a personal selling philosophy: adopt the marketing concept, value personal selling, and assume the role of problem solver or partner. It also summarizes the shift in emphasis from an industrial to information economy and how this has changed personal selling approaches over time from transactional to strategic relationship building. Finally, it outlines the strategic/consultative selling model and how developing relationship, product, customer, and presentation strategies can help salespeople create value for customers.
The document discusses strategic marketing and key marketing concepts. It defines strategic marketing as identifying customer needs and creating a marketing plan to achieve customer satisfaction, improve company performance, and increase profits. The marketing plan outlines the types of marketing programs a company will use and how to implement them. The document also discusses core marketing concepts like the marketing mix, customer value, needs and wants, and different marketing philosophies.
This document provides an overview of key concepts in marketing, including definitions, classifications, and frameworks. It defines marketing as managing profitable customer relationships through planning and executing the conception, pricing, promotion, and distribution of goods and services. The document outlines five basic marketing concepts: needs and wants, products and services, value and satisfaction, exchange and transactions, and markets. It also discusses four classifications of marketing philosophy: production, product, sales, and societal marketing. The overall purpose is to introduce foundational topics in marketing.
The document provides an overview of personal selling, including its definition, evolution, and contributions. It discusses transaction-focused versus relationship-focused approaches and different personal selling methods like stimulus response, mental states, and problem solving. The document also outlines the sales process, including developing customer relationships, initiating relationships, enhancing relationships, and gaining customer commitment.
This document provides an overview of personal selling. It discusses the evolution of selling from ancient times to the modern era and how the role of the salesperson has become more professional. It also outlines the contributions of personal selling to society, businesses, and customers. The document distinguishes between transactional and relationship-focused selling and describes different selling approaches. It discusses the primary roles of consultative salespeople and depicts the sales process as a series of interrelated steps.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
1. Selling involves understanding customer needs, matching products to meet those needs, and communicating benefits.
2. It is a process that aims to develop long-term relationships through customer-focused problem solving and service.
3. Professional salespeople view themselves as consultants who help customers rather than just make sales. Their goal is satisfying customer needs and building trust.
This document provides an overview of personal selling as a career. It discusses how the concepts of marketing and personal selling have evolved to focus more on customer relationships and value. Salespeople are now empowered with technology and play a role in customer consultation rather than just transactions. The document outlines the personal selling process and different roles of salespeople in various industries. It emphasizes that professional sales careers can be rewarding due to high pay, promotions, and unlimited career opportunities in business-to-business selling.
1. Marketing involves communicating value to customers and managing customer relationships, while sales involves persuading customers to purchase products or services.
2. Product line width refers to different variants of a product, while depth refers to different features and specifications within each variant.
3. Marketing involves communicating the value of a product to consumers to create profitable customer relationships.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Boost your brand with top-notch digital marketing services in New York! Our expert team specializes in SEO, social media marketing, PPC advertising, and email campaigns to drive engagement and increase your online presence. Partner with us to reach your target audience, track performance, and achieve measurable results. Transform your digital strategy and stay ahead in the competitive NYC market. Contact us today!
The document discusses the field of sales and identifies seven key factors for success. It notes that sales is an ancient profession and that most human interactions involve an element of persuasion or selling. The seven success factors are prospecting, approaching, presenting, asking questions, handling objections, closing, and personal management. The document advises salespeople to improve by setting goals, gaining knowledge through practice and feedback, and focusing on developing their weaknesses.
1) The document discusses the roles and responsibilities of professional salespeople, contrasting them with negative perceptions. It provides definitions of professional selling as problem-solving and developing customer relationships.
2) Professional salespeople aim to understand customer needs and provide solutions, focusing on customer satisfaction rather than just making sales.
3) The document outlines the sales process and gives examples of how salespeople help customers through consultation, education, and ongoing support. It emphasizes treating customers with respect.
This document provides an overview of key concepts in marketing from a textbook. It discusses what marketing is, how companies create value for customers to build relationships. It also covers understanding customer needs and selecting target customers. Companies must design marketing strategies and programs around a marketing mix to deliver value to customers. Building loyalty and satisfaction is key to capturing long-term value from customers over their lifetime as a customer.
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
Global Strategic Marketing IntroductionDavid Waggema
1. The document discusses the key concepts and principles of marketing, including defining marketing and distinguishing it from macro-marketing. It also outlines the universal marketing functions and how various intermediaries and collaborators perform them.
2. The marketing concept and customer value are explained, emphasizing that customer satisfaction should guide a firm's total efforts. Creating superior customer value through benefits and low costs is important for satisfying customers.
3. Social responsibility and marketing ethics in relation to the marketing concept are discussed. Firms must balance individual and group needs to act responsibly in the micro-macro dilemma.
Selling as a profession - The Life, Times and Career of the Professional Salesperson - Chapter 1 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
This document provides an overview of developing a personal selling philosophy. It discusses the definition of personal selling and the three prescriptions for a personal selling philosophy: adopt the marketing concept, value personal selling, and assume the role of problem solver or partner. It also summarizes the shift in emphasis from an industrial to information economy and how this has changed personal selling approaches over time from transactional to strategic relationship building. Finally, it outlines the strategic/consultative selling model and how developing relationship, product, customer, and presentation strategies can help salespeople create value for customers.
The document discusses strategic marketing and key marketing concepts. It defines strategic marketing as identifying customer needs and creating a marketing plan to achieve customer satisfaction, improve company performance, and increase profits. The marketing plan outlines the types of marketing programs a company will use and how to implement them. The document also discusses core marketing concepts like the marketing mix, customer value, needs and wants, and different marketing philosophies.
This document provides an overview of key concepts in marketing, including definitions, classifications, and frameworks. It defines marketing as managing profitable customer relationships through planning and executing the conception, pricing, promotion, and distribution of goods and services. The document outlines five basic marketing concepts: needs and wants, products and services, value and satisfaction, exchange and transactions, and markets. It also discusses four classifications of marketing philosophy: production, product, sales, and societal marketing. The overall purpose is to introduce foundational topics in marketing.
The document provides an overview of personal selling, including its definition, evolution, and contributions. It discusses transaction-focused versus relationship-focused approaches and different personal selling methods like stimulus response, mental states, and problem solving. The document also outlines the sales process, including developing customer relationships, initiating relationships, enhancing relationships, and gaining customer commitment.
This document provides an overview of personal selling. It discusses the evolution of selling from ancient times to the modern era and how the role of the salesperson has become more professional. It also outlines the contributions of personal selling to society, businesses, and customers. The document distinguishes between transactional and relationship-focused selling and describes different selling approaches. It discusses the primary roles of consultative salespeople and depicts the sales process as a series of interrelated steps.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
1. Selling involves understanding customer needs, matching products to meet those needs, and communicating benefits.
2. It is a process that aims to develop long-term relationships through customer-focused problem solving and service.
3. Professional salespeople view themselves as consultants who help customers rather than just make sales. Their goal is satisfying customer needs and building trust.
This document provides an overview of personal selling as a career. It discusses how the concepts of marketing and personal selling have evolved to focus more on customer relationships and value. Salespeople are now empowered with technology and play a role in customer consultation rather than just transactions. The document outlines the personal selling process and different roles of salespeople in various industries. It emphasizes that professional sales careers can be rewarding due to high pay, promotions, and unlimited career opportunities in business-to-business selling.
1. Marketing involves communicating value to customers and managing customer relationships, while sales involves persuading customers to purchase products or services.
2. Product line width refers to different variants of a product, while depth refers to different features and specifications within each variant.
3. Marketing involves communicating the value of a product to consumers to create profitable customer relationships.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Boost your brand with top-notch digital marketing services in New York! Our expert team specializes in SEO, social media marketing, PPC advertising, and email campaigns to drive engagement and increase your online presence. Partner with us to reach your target audience, track performance, and achieve measurable results. Transform your digital strategy and stay ahead in the competitive NYC market. Contact us today!
3 Best “Add to Calendar” Link Generator Tools (2024)Y
“Add to Calendar” link generator tools allow users to create links that add events directly to digital calendars like Google Calendar, Apple Calendar, and Outlook.
These tools simplify event scheduling by generating short URLs or QR codes that, when clicked or scanned, automatically insert event details into a user’s calendar.
They are ideal for streamlining the promotion of events in emails, websites, and social media, enhancing engagement and ensuring attendees don’t miss important dates.
These tools are designed to cater to diverse needs, from personal event planning to professional event promotion, ensuring your attendees can easily add events to their preferred calendar.
Cal.et is a versatile and user-friendly tool that allows you to create “Add to Calendar” links for seamless event scheduling and promotion.
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Cal.et is a free tool that helps you create “Add to Calendar” links for your events. It supports popular calendar platforms like Google, Apple, Outlook, Yahoo, and Office365. Users can generate short, shareable URLs, customize event details, and even create QR codes for easy access. It’s ideal for embedding event links in emails, websites, and social media, making it easier for participants to save event information directly to their calendars.
Title: Making Money the Easy Way: A Quick Guide to Generating IncomeWilliamZinsmeister
Welcome to "Making Money the Easy Way: A Quick Guide to Generating Income." This book is designed to provide you with practical, actionable strategies to generate income with minimal effort. Whether you’re looking to supplement your current income or create a full-time revenue stream, this guide covers a variety of methods to help you achieve your financial goals. We will explore opportunities available online, various investment strategies, profitable side hustles, creative approaches, and essential financial tips to ensure sustainable income growth.
E-Learning Vs Traditional Learning_ Benefits and Differences.pdfMega P
E-learning and traditional learning are two distinct approaches to education, each offering unique advantages and facing specific challenges. E-learning provides flexibility and convenience, allowing students to access materials and complete assignments at their own pace and schedule. Traditional learning fosters direct, face-to-face interaction between students and instructors, which can enhance communication, immediate feedback, and a sense of community.
If you’re at all interested in digital
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How to Start Affiliate Marketing with ChatGPT- A Step-by-Step Guide (1).pdfSimpleMoneyMaker
Discover the power of affiliate marketing with ChatGPT! This comprehensive guide takes you through the process of starting and scaling your affiliate marketing business using the latest AI technology. Learn how to leverage ChatGPT to generate content ideas, create engaging articles, and connect with your audience through personalized interactions. From building your strategy and optimizing conversions to analyzing performance and staying updated with industry trends, this eBook provides everything you need to know to succeed in affiliate marketing. Whether you're a beginner looking to start your online business or an experienced marketer wanting to take your efforts to the next level, this guide is your roadmap to success in the world of affiliate marketing.
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The Future of B2B Audience Targeting with LinkedInTajul Islam
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This document was submitted as part of interview process for Marketing Specialist position at DTA Promotion, an Indonesian company which offers 360 degree marketing services, including ATL and BTL advertising platform.
4. Main Topics
What Is Selling?
Personal Selling Today
A New Definition of Personal Selling
The Golden Rule of Personal Selling
Everybody Sells!
What Salespeople Are Paid to Do
Why Choose a Sales Career?
Is a Sales Career Right for You?
Chapter
1
1-4
5. Main Topics
Success in Selling–What Does It Take?
C–Characteristics for the Job Examined
Do Success Characteristics Describe You?
Sales Jobs Are Different
What Does a Professional Salesperson Do?
The Future for Salespeople
The Plan of This Textbook
Building Relationships through the Sales Process
Chapter
1
1-5
6. 1-6
How Do You View Salespeople?
Some people have a negative view of
salespeople.
What is your view of salespeople?
How many of you have a viewpoint that is
Positive?
Negative?
No opinion?
How many of you are interested in a sales
career?
7. 1-7
Selling is just one of many marketing
components
Personal selling includes
Personal communication
of information
Persuasion
Helping others
Goods
Services
Ideas
What is Selling?
8. 1-8
A New Definition of Personal Selling
Personal Selling
Refers to the personal communications of information
To unselfishly persuade someone
9. 1-9
Think of Your Grandmother
Would you treat her in a selfish manner?
Would you sell her something just to make a
sale?
10. 1-10
Example - children whose cat had recently
delivered a litter of kittens
Girl - “They love each other so much that they’re trying
to keep each other warm”
Mother - “Actually they’re trying to keep themselves
warm”
Refers to the sales philosophy of unselfishly
treating others as you would like to be treated
Reciprocity is not expected
The Golden Rule of Personal Selling
11. 1-11
The Golden Rule of Personal Selling
The Golden Rule is all about trying to keep
somebody else warm, even if it means that we get
cold in the process
12. 1-12
Salesperson Differences
Traditional Salesperson
Professional Salesperson
Golden Rule Salesperson
Guided by self-interests
Takes care of customers
Others interests most important
15. 1-15
Everybody Sells!
Each of us develops communication techniques
for trying to get our way in life
You are involved in selling when you want
someone to do something
You use persuasion skills to persuade someone to
act
16. 1-16
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
17. 1-17
How Do You Sell Someone and Remain
Friends?
Salespeople need to close sales and at the same
time maintain a great relationship with their
customers
What does this require?
This is what you will learn in this course
19. 1-19
Service: Helping Others
When asked what she will look for in a career after
graduating from college, a student of your author’s,
Jackie Pastrano, said “I’d like to do something that
helps other people.”
Service refers to making a contribution to the
welfare of others
Would you like to help others?
20. 1-20
What are Examples of How Selling Can Help
Others?
What could a person be sold that would help the
individual/family?
Car, gas, repairs
House
Insurance
Food
Medicine
21. 1-21
What are Examples of How Selling Can Help
Others?
What could a business be sold that would help it
produce and market goods and services?
Land to build a business
Building materials/construction of business
Furniture, equipment, supplies
Raw materials used in manufacturing
23. 1-23
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 non-business
personal use
24. 1-24
Types of Sales Jobs, cont…
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
Usually one of the most prestigious jobs to hold
25. 1-25
Exhibit 1.6
The complexity and difficulty of these seven sales
job categories increase as they move left to right.
27. 1-27
Rewards
Non-financial
Intrinsic reward of knowing you’ve skillfully delivered a
sales presentation
Quick path to managing large amounts of responsibility
Quick path to managing others
Financial
Higher average salary than that of other workers at the
same level within the organization
Based upon performance, not tenure
28. 1-28
Is a Sales Career Right for You?
What are your past accomplishments?
What are your goals?
Do you want to have the responsibilities of a sales
job?
Do you mind travel? How much travel is
acceptable?
How much freedom do you want in a job?
Do you have the personality characteristics to
succeed?
Are you willing to transfer to another city? Another
state?
29. 1-29
Exhibit 1.8: Success in Selling–What Does it Take?
Love of Selling Is At Heart of Helping Others (Ssuccess)
31. 1-31
Exhibit 1.10: Harry Potter and You Have
Something in Common
You both have the freedom to choose the type of
person you want to be and thus how you will treat
others.
32. 1-32
Personal Characteristics Needed to Sell for
Building Long-term Relationships
Joy in
work
Harmony in
relationship
Patience in
closing the
sale
Kind
to people
Morally
ethical
Faithful to
your word
Fairness
in the sale
Caring for
customer
Self-control
in emotions
Salesperson
34. 1-34
Putting the Customer First Requires Salespeople to
Have Personal Characteristics That Allow Them To:
Care for the customer
Take joy in their work
Find harmony in the sales relationship
Have patience in closing the sale
Be kind to all people
Have high moral ethics
Be faithful to one’s word
Be fair in the sale
Be self-controlled in emotions
35. 1-35
How Would You Answer These Questions?
Do these success characteristics describe you?
Do you have all, or part, of them?
Can you develop the missing ones?
36. 1-36
Once Again, Are You:
Caring?
Joyful?
Able to get along with others?
Patient?
Kind?
Ethical?
Honest?
Fair?
Self-controlled?
37. 1-37
Connect the Dots
The following puzzle illustrates how you can be
held back from breaking through. The challenge is
to connect all nine dots with four straight lines,
without lifting your pencil from the paper. Try it!
51. 1-51
Sales Jobs Are Different
Salespeople:
Represent their companies to the world
Work with little or no supervision
Require more people skills
Are often allowed to spend company funds
May require travel and being away from home
52. 1-52
What Does a Salesperson Do?
Creates new customers
Sells more to present customers
Builds long-term relationships
Provides solutions to customer’s 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
53. 1-53
The Future of Salespeople: Skills Required
Learning conceptual skills
Example: planning
Learning human skills
Example: working with customers
Learning technical skills
Example: selling skills
54. 1-54
Selling is Both an Art and a Science
Selling takes practice, just like golf or
tennis
Selling is also a science because a
growing body of knowledge and
objective facts describe selling
55. 1-55
Preparing for the 21st Century
International and global selling
Cultural fluency
Language fluency
Diversity of salespeople and customers
Customer partnerships
Ethical and professional behavior
E-selling
56. 1-56
The Plan of the Textbook
The role of the sales force in the firm’s marketing
efforts
The social, ethical, and legal issues in selling
Why people and organizations buy what they do
Verbal and nonverbal communications
The importance of knowing your products and your
competition’s products
An in-depth discussion of the selling process
Self, time, and sales territory management
Important functions of sales management
57. 1-57
The sales process
is a sequential
series of actions:
10. Follow-up
9. Close
8. Trial close
7. Meet objections
6. Determine objections
5. Trial close
4. Presentation
Building Relationships through the Sales
Process
2. Preapproach - planning
3. Approach
1. Prospecting
58. 1-58
Exhibit 1-19: Ten Important Steps in the
Customer Relationship Selling Process
1. Prospecting. Locating and qualifying prospects.
2. Preapproach. Obtaining interview. Planning: determining sales call
objective, developing customer profile, customer benefit program, and
sales presentation strategies.
3. Approach. Meeting prospect and beginning customized sales
presentation.
4. Presentation. Further uncovering needs; relating product benefits to
needs using demonstration, dramatization, visuals, and proof
statements.
5. Trial close. Asking prospects’ opinions during and after presentation.
6. Objections. Uncovering objections.
7. Meet objections. Satisfactorily answering objections.
8. Trial close. Asking prospect’s opinion after overcoming each objection
and immediately before the close.
9. Close. Bringing prospect to the logical conclusion to buy.
10. Follow-up and service. Serving customer after the sale.
63. 1-63
Summary
Personal selling is an old and honorable
profession
Millions of people have chosen sales careers
because of:
Job availability
Personal freedom
The challenge
Opportunities for success
Non-financial rewards
Financial rewards
64. 1-64
Summary, cont…
Success comes from:
Training
Applying knowledge
Developing skills
Working hard
Wanting to succeed
Maintaining a positive
outlook
Effective time management
All to take care of the customer