Harry Potter and You Have
Something in Common
Youboth have the freedom to choose the type of person
you want to be and thus how you will treat others.
Sales Function
SESSION 7
How Do You View Salespeople?
Some students 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?
Salesperson Differences
Traditional Salesperson
Guided by self-interests
Professional Salesperson
Takes care of customers
Golden Rule Salesperson
Others interests most important
Exhibit 1.3
Self & Customer Service Progress
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!
Go Beyond the Limits!
2. 3.
1. Start Here
4.
To reach your goals
We Often Do Not Reach Our Potential
Because
We set our limits
It is hard to breakaway from our old self
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
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
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
Major Reasons For Choosing A Sales
Career
Service: Helping Others
Service refers to making a contribution to the
welfare of others
Would you like to help others?
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
What are Examples of How Selling Can
Help Others?
Whatcould 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
Types of Sales Jobs
Retail
Direct
Wholesaler
Manufacturer
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
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
Exhibit 1.6
The complexity and difficulty of these seven sales
job categories increase as they move left to right.
A Sales Personnel Career Path
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
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?
Success in Selling–What Does it Take?
Love of Selling Is At Heart of Helping Others (Ssuccess)
Personal Characteristics Needed to Sell for Building
Long-term Relationships
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
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
The Future of Salespeople: Skills
Required
Learning conceptual skills
Example: planning
Learning human skills
Example: working with customers
Learning technical skills
Example: selling skills
Learning Data skills
Example: Visual Storytelling
Selling is Both an Art and a Science
Selling takes practice, just like golf or
dance
Selling is also a science because a
growing body of knowledge and
objective facts describe selling
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
Sales Process
1. Prospecting
The sales process 2. Preapproach - planning
is a sequential
3. Approach
series of actions:
4. Presentation
5. Trial close
6. Determine objections
7. Meet objections
8. Trial close
9. Close
10. Follow-up
Thank You