Personal Selling Review
1, 2, 4, 5, 6, 8 and 9
Chapter 1
Relationship building is definitely the key to business-to-business selling.”
Why Learn About Personal Selling?
The principles of selling are useful to everyone, not just people with the title of salesperson.
Developing mutually beneficial, long-term relationships is vital to all of us.
People in business use selling principles all the time.
The Role of Salespeople in Business
Go-to-market strategies
Lifetime customer value
Multichannel strategy
Sales-force intensive organizations
Integrated marketing communications
Importance of advertising
What do Salespeople do?
Client relationship manager
Account team manager
Vendor and channel manager
Information provider to their firm
Describing Sales Jobs
Stage of buyer-seller relationship
New or continuing
Salesperson’s role
Taking orders or creating new solutions
Importance of the purchase to the customer
Location of salesperson - customer contact
Field or inside sales
The nature of the offering sold by the salesperson
Products or services
Salesperson’s role in securing customer commitment
Information or placing an order
Examples of Sales Jobs
Best Buy retail salesperson
Hershey foods salesperson
Abbott Labs pharmaceutical salesperson
IBM Computer servers salesperson
Characteristics of Successful Salespeople
Motivation
Dependability and trustworthiness
Ethical sales behavior
Customer and product knowledge
Communication skills
Flexibility
Creativity
Confidence
Emotional intelligence
Are Salespeople Born or Made?
The skills required to be a successful salesperson can be learned.
Innate characteristics such as personality traits, gender, and height are largely unrelated to sales performance.
Companies spend billions of dollars each year on training.
Rewards in Selling
Independence and responsibility
Financial rewards
Management opportunities Summary
You should study personal selling
Chapter 1
Relationship building is definitely the key to business-to-business selling.”
Why Learn About Personal Selling?
The principles of selling are useful to everyone, not just people with the title of salesperson.
Developing mutually beneficial, long-term relationships is vital to all of us.
People in business use selling principles all the time.
The Role of Salespeople in Business
Go-to-market strategies
Lifetime customer value
Multichannel strategy
Sales-force intensive organizations
Integrated marketing communications
Importance of advertising
What do Salespeople do?
Client relationship manager
Account team manager
Vendor and channel manager
Information provider to their firm
Describing Sales Jobs
Stage of buyer-seller relationship
New or continuing
Salesperson’s role
Taking orders or creating new solutions
Importance of the purchase to the customer
Location of salesperson - customer contact
Field or inside sales
The nature of the offering sold by the salesperson
Products or services
Salesperson’s role in securing customer commitment
Information or placing an order
Examples of Sales Jobs
Best Buy retail salesperson
Hershey foods salesperson
Abbott Labs pharmaceutical salesperson
IBM Computer servers salesperson
Characteristics of Successful Salespeople
Motivation
Dependability and trustworthiness
Ethical sales behavior
Customer and product knowledge
Communication skills
Flexibility
Creativity
Confidence
Emotional intelligence
Are Salespeople Born or Made?
The skills required to be a successful salesperson can be learned.
Innate characteristics such as personality traits, gender, and height are largely unrelated to sales performance.
Companies spend billions of dollars each year on training.
Rewards in Selling
Independence and responsibility
Financial rewards
Management opportunities Summary
You should study personal selling