role of salespeople in business
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Role of Salespeople in Business
TJ Holloway, BA, MSB, PHR
Eastern Maine Community College - Bangor, MEBUA-263 Sales & Customer Relations
Great News!!!
You’re Already in Sales
You
Parents
Professors
Inter-viewers
People of
Interest You
Project 1: Selling Yourself
FIND A SALES JOBClip it or Print itUpdate current resume
Jobsinme.com
Monster.com
Bangordailynews.com
Simplyhired.com
Careerbuilder.com
Snagajob.com
Jobs.comJobs.net
Jobing.com
020870A01_LT 6020870A01_LT 6
Project I: Selling Yourself*Due Sept 10 Find a Sales or Marketing position that you are
qualified for in a job searching website or publication (Major, History, Interest…)
-The ad will need to be turned in with your resume, so print or clip it
Organize and Create your ‘Core Competencies’-Required in your resume-“Keywords”
Bring your current resume if you have one. (Ensure dates, phone numbers, addresses for past and current employers and educators are correct…)
Research potential employer and have notes for our next meeting
What Characteristics do You Use while Selling?
Adaptability CHARM
PersuasivenessLogicKnowledge
Your Best Selling Skill
Is it the same for companies/agencies?
However, the method of selling is different…
Absolutely!
“Add Value” to Meet Customer Needs
“The reality for salespeople (in firms/companies/agencies) is that if they want to sell effectively, they have to recognize that the buyer has needs that can be met, not only by the
product, but also by the selling process itself…”
Both the Seller and the Buyer need to make a Profit!
How is that possible???
Dual Profit…
Define ProfitSeller’s Profit
SP – (CGS + SC) =
Selling Price ($)
Cost of Goods Sold* ($)
Selling Cost ($)
Buyer’s Profit
BR – (SP + TE) =
Benefits Received ($)
Selling Price ($)
Time ($)
Effort ($)
Profit
What do Salespeople do?
it all depends…
Types of Sales Occupations
• Client Relationship Manager• Account Team Manager• Vendor and Channel Manager• Information Provider
“Studies have shown that when a salesperson’s role encompasses more than simply the selling function, the seller’s firm has more overall value.”
It depends on the…
See pg. 16-17
Find 5 different‘Examples of Sales Jobs’
Client Relationship Manager
• Ensure that buyers get their expected value from each sale
• Ensures:» Deliveries are made on time» Equipment is installed properly» Questions and complaints are
resolved quickly» Operators are trained to use the
equipment “In a ‘relationship’ each party wants to see the other be successful.”
Account Team Manager• Coordinates activities within their firm to solve
customer problems• Heads marketing ploys• Initiates approaches for improved efficiency • Ensures good relationships
interdepartmentally• Maintains positive morale throughout the sales process
Firm Information Provider
• Disseminating knowledge from the customer to appropriate leaders in their company
• Product knowledge• Expenses• Calls made/Future scheduled• Sales forecast• Competitor activities• Business conditions• Customer needs
Vendor & Channel Manager
• Identify the Specialist• Coordinate efforts that serve customers with
other vendors• Maintain the Distribution Channel
Distribution Channels (pg. 13)
• Business-to-Business (B2B) Channels– Direct Channel– Distributor Channel
• Consumer Channels– Manufacturer to Consumer– Manufacturer to Retailer to Consumer– Manufacturer to Distributor to Retailer to Consumer
Types of Salespeople• Trade Salespeople
– Sell to firms that resell their products– Work for manufacturers
• Distributor Salespeople– Sell products made by various manufacturers to businesses– Work for distributers
• Missionary Salespeople– Promote manufacturers products to other firms– Work for a manufacturer– Doesn’t really sell anything, directly– Promotes their products and initiates and/or strengthens relationships
between the customer and local distributers of their product and/or their manufacturer
Factors in Sales Occupations
Stage of Relationship• Existing Customer• New Customer
Salespersons Role• Order taking• Solution making
Decision Risk• High• Low
Contact Location• Inside company• In the field
Nature of Offering• Sells Products• Sells Services
Securing Commitments• Limited role• Significant role
…more Factors in Sales Occupations
Which type of sales job is right for YOU???
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