Personal Selling and Sales Management

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Personal Selling and Sales Management

• Ms. Ellen P. Daniels
• Course 45046

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Ch. 1 Life, Times and Careers of Salespeople
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What is Selling?

• Personal selling refers to personal communication
  of information to persuade a prospective customer
  to buy somethinga good, service, idea or
  something elsewhich satisfies that individuals
  needs

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Everybody Sells

• You communicate to get your way in life
• Interviews
• Buying/Selling cars, homes, etc.
• Other ways?

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Types of Sales Jobs

• Variety of jobs are available
• Retail
• 1.
• 2.
• 3.

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• Wholesale sales
• Manufacturer sales reps
• Electronic Services
• Real Estate
• Financial Services

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Growth in Sales Jobs

• 1.
• 2.
• 3.
• 4.

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Benefits for You

• 1.
• 2.
• 3.
• 4.
• 5.

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Characteristics of Good Salespeople

• Organized
• Self-motivated
• Dependable
• Ethical
• Knowledgeable-
• Communication skills
• Flexible
• Emotionally intelligent

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Is Sales for You?

• Seven Questions
• 1.
• 2.
• 3.
• 4.
• 5.
• 6.
• 7.

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How to be Successful

• Love your job
• Willingness to work hard
• Need to achieve
• Optimism
• Knowledgeable
• Time Management skills
• Communication skills
• Customer service oriented

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Be Professional

• Relationship Selling is focus of today
• 1.
• 2.
• 3.
• 4.

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What Do Salespeople Do?

• Create new customers
• Maintain and sell more to current customers
• Build long-term relationships
• Provide solutions to problems
• Provide service
• May help customers resell products
• Help customers after sale
• Builds goodwill
• Provides company with market info

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Future of Sales

• 1.
• 2.
• 3.
• 4.

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Preparing for the Future

• International
• Customer diversity
• Customer partnering
• Success based on customer satisfaction
• Increased use of technology-(e-selling)
• Every organization uses selling

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Are Salespeople Born or Made?

• Born with personalities conducive to sales
• Learn communication skills

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Case 11 What They Didnt Teach Us in Sales Class

• Should Rick turn in his keys?
• How should Mr. Brown handle this situation? What
  should he say?
• How can firms reduce turnover?
• What can firms do to increase status of
  salespeople?
• What can professors do to prepare students?