Tank You 1 Chapter What Is Selling Personal Selling Today A New Definition of Personal Selling The Golden Rule of Personal Selling Everybody Sells What Salespeople Are Paid to Do Why Choose a Sales Career ID: 434599
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SALES AND SALES PROMOTION MANAGEMENT
Tank YouSlide2
1
ChapterSlide3
What Is Selling?
Personal Selling Today
A New Definition of Personal Selling
The Golden Rule of Personal Selling
Everybody Sells!
What Salespeople Are Paid to Do
Why Choose a Sales Career?
Is a Sales Career Right for You?Slide4
How do you
view salespeople?Slide5
Professional opinionSlide6
What is selling
?
One of Marketing componentsPersonal Communication ……To persuadeHelping others Communication_____DiscussionSlide7
Today?
Most SP are not
honest9% + Attitude35% + Attitude44% will accept sales jobsSlide8
New Definition
UnselfishSlide9
The Golden
Rule
Unselfishly treating others as You would like to be treated.Slide10
What SP are paid to do?
Make
a sale in the short termBuild a Relationship in the long termSlide11
1-11
Salesperson Differences
Traditional Salesperson
Professional Salesperson
Golden Rule Salesperson
Guided by self-interests
Takes care of customers
Others interests most important
Slide12
1-12
Exhibit 1-3a: Self & Customer Service ProgressSlide13
1-13
Exhibit 1-3b: Self & Customer Service ProgressSlide14
Sales Jobs
Retail
Direct sellersWholesalersManufacturesSlide15
1-15
Exhibit 1-6: Seven Sales Job CategoriesSlide16
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Exhibit 1-7: A Sales Personnel Career PathSlide17
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How Do You Sell Someone and Remain Friends?
Salespeople need to close sales and at the same time maintain great relationships with their customers.
What does this require?That is what you will learn in this course.Slide18
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Service: Helping Others
When asked what she would look for in a career after graduating from college, a student of your author, Jackie
Pastrano, said, “I’d like to do something that helps other people.”Service refers to making a contribution to the welfare of others.
Would you like to help others?Slide19
1-19
Success in Selling–What Does it Take? Exhibit 1-8: Love of Selling Is At Heart of Helping Others (Ssuccess)
S
S
E
C
C
U
S
Ssuccess
SSlide20
1-20
Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term RelationshipsSlide21
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Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term RelationshipsSlide22
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Do Success Characteristics Describe You? 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!Slide23
1-23
Start Here
Go Beyond the Limits…
1.
4.
3.
2.
…to reach your goals!Slide24
1-24
Relationship Selling
Non-adversarial
Non-manipulative
Consultative
Partner-oriented
Problem-solving
Goal: long-term relationshipsSlide25
1-25
Four Main Elements in the Customer Relationship Process
Analyze needsPresent product
BenefitsGain CommitmentServiceSlide26
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Exhibit 1-12: The Customer is at the Center of the Sales System: ABC’sSlide27
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What Does a Professional Salesperson Do?
Creates new customersSells more to present customers
Builds long-term relationships with cutomersProvides solutions to customer’s problemsProvides service to customersHelps customers resell products to their customers
Helps customers use products after purchase
Builds goodwill with customers
Provides company with market information