Personal Selling Opportunities in the Age of Information

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Personal Selling Opportunities in the Age of
Information
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Personal Selling inthe Age of Information

• One can add value to information by
• Collecting it
• Organizing it
• Clarifying it
• Presenting it in a convincing manner
• Selling skills are transferable skills

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Knowledge Workers Benefitfrom Personal Selling
Skills

• Customer service representatives (CSR)
• Professionals
• Entrepreneurs
• Managerial personnel

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Your Future in Personal Selling

• Students tend to view salesas dynamic and
  active butbelieve a selling careerrequires them
  to engage indeceitful or dishonestpractices.
• These are OLD stereotypes
• Ethical sales practices arethe key to success

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Sales Is Pervasive

• 500 largest sales forces in America employ 17.5
  million salespeople
• These companies will seek to recruit 500,000
  college graduates
• The number of sales positions is increasing in
  industrialized countries
• Hundreds of selling career options to match
  individual interests, talents, and ambitions
• Most occupations involve some form of selling

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Large U.S. Sales Forces
TABLE
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Sales Titles Vary

• Account executive
• Account representative
• Sales account manager
• Relationship manager
• District representative

• Sales consultant
• Client development manager
• Sales associate
• Marketing representative
• Territory manager

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How Salespeople Spend an Average 46-Hour Work Week
2.1
FIGURE
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Rewards of Selling Careers

• Above-average ____________
• Above-average __________ income
• Opportunity for ______________
• Opportunities for _________ and minorities

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Executive and Sales Force Compensation
TABLE
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Women and Minorities

• Growing opportunities for both women and
  minorities
• More women are turning to sales as a career
• Companies recognizea need for a more diverse
  sales force

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Employment Settingsin Selling Today

• Selling a ____________
• Selling for a _____________
• Selling for a _____________
• Selling for a _______________

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Selling a Service

• Financial services
• Radio, television, and Internet advertising
• Newspaper advertising

• Hotel, motel, and convention center services
• Real estate
• Insurance
• Banking
• Business services

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Retail Selling
Product categories like these usually require a
high degree of personal selling

• Automobiles
• Musical instruments
• Photographic equipment
• Fashion apparel
• Major appliances

• Recreational vehicles
• Television and radio receivers
• Furniture/decorating supplies
• Tires and related accessories
• Computers

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Wholesale Selling

• Inside salesperson
• Relies heavily on phone orders
• More office-based
• Internet often used for support
• Inside sales growing in popularity as a
  cost-saving move

• Outside salesperson
• On-the-road
• Duties vary
• Often must be familiar with many products
• Must know details of customers operation
• Serves as consultant to the customer

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Manufacturer Selling

• Field salesperson
• Gains new customers
• Increases sales for existing customers
• Detail salesperson
• Assists clients with marketing, collects data
• Not compensated on amount sold

• Sales engineer
• Knows technical details
• Must identify, analyze, solve customer problems
• Inside salesperson
• Takes orders
• Supports field staff

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Telemarketing Sales Channel

• Telemarketing a channel in which the sales
  process is conducted by telephone
• Serves two purposes ____ and _______
• Inside sales, backup for outside sales
• Sometimes used to maintain contact with smaller
  customers
• Also used to find and qualify prospects

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Learning How to Sell

• The principles of selling can be learned and
  applied by people whose personal characteristics
  are quite different.

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Four Sources of Sales Training

• Corporate-sponsored _________
• Training provided by __________ vendors
• Certification ______________
• College and university courses

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Corporate-sponsored Training

• Many firms have __________ programs
• Millions are spent in _______ each year
• Salespeople among the most intensively trained
  employees
• Training for _____________ selling may be a few
  months to a year
• Some Web-based training used