Ch' 1 Life, Times and Careers of Salespeople

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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

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Why Choose Sales?

• Variety of jobs are available
• Retail -

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• Wholesale sales
• Manufacturer sales reps

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Growth in Sales Jobs

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Benefits for You

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Is Sales for You?

• Seven Questions
• 1. What are my past achievements?
• 2. What are my future goals?
• 3. Do I want the responsibility of sales?
• 4. Do I mind travel?
• 5. How much freedom do I want?
• 6. Do I have the right personality?
• 7. Am I willing to transfer?

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How to be Successful

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Be Professional

• Relationship Selling is focus of today
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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

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Preparing for the Future

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Case 11

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