Selling as a Profession

1
Selling as a Profession

• Jim Burton, Ph.D.
• Chap. 1, ABC's

2
Overview

• What is Selling?
• Why Choose a Sales Career?
• Success in Selling
• Relationship Selling
• The Future for Salespeople
• Plan of the Textbook
• The Sales Process

3
What is Selling

• The personal communication of info to persuade a
  prospective customer to buy something - a good,
  service, idea, etc. - that satisfies that
  individuals need
• Everyone SELLS! Asking for a Date, a Pay
  Increase, a Grade Change, Return Merchandise,
  Applying for a Job, Choosing a Movie, etc.

4
Why Choose a Sales Career?

• Variety of Sales Jobs Available
• Freedom of Being on Your Own
• The Challenge of Selling
• Opportunity for Advancement
• The Rewards from a Sales Career
• SHOW ME THE MONEY

5
Success in Selling

• Love of their Job
• Willingness to Work Hard
• Need to Achieve Success
• Optimistic Outlook
• Knowledge of their Job
• Careful Use of Selling Time
• Ask Questions Listen to Customers
• Customer Service
• Physically Mentally Ready for Life Job

6
Relationship Selling

• Build Customer Loyalty
• Relationship Marketing Transaction Selling ,
  Customer Satisfaction , Partnering
• Solves Customers Problems
• Helps Customers Use Products
• Builds Goodwill
• Provides Market Information

7
The Future for Salespeople

• Learn Selling Skills
• Conceptual , Human , Technical Skills
• International / Global Selling
• Diversity of the Marketplace
• Ethical Professional Behavior
• Technology

8
Plan of the Textbook - Basics

• Role of the Sales Force
• Social , Ethical , Legal Issues
• Why People Buy
• Verbal Nonverbal Communications
• Knowing Your Products ( Competition)
• The Selling Process
• Self Management
• Types of Selling

9
Relationship Selling Process

• Prospecting
• Pre approach
• Approach
• Presentation
• Trial Close

• Objections
• Meet Objections
• Trial Close
• Close
• Follow - up and Service

10
Selling is Hard Work !!!

• Perseverance
• Intelligence
• Strong Desire to Achieve
• Self - Motivated
• Ability to Overcome Difficulties
• Good Time Management
• Tuned Intuition
• Committed
• Real Service Oriented