chapter 1 - career in professional selling 1-22 and 24-13

7/29/2019 Chapter 1 - Career in Professional Selling 1-22 and 24-13

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Chapter 1 - A Career InProfessional Selling

MKTG. 377

January 22 & 24, 2013


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Assignment for Tuesday, January 22ndAs Chief Executive of the US, President Obama not only

serves as our Commander in Chief, but he is also our

Salesperson in Chief.

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NOT from a political view, but from a salespersons perspective1. What are some of the products and services, that President Obama is trying to sell during

his second term?

2. Who is he selling to - Who are his prospects?

3. What techniques is he using to communicate his messages?

4. How is he communicating those points?


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Selling isnt easy In fact, it could be

quite intimidatingand scary

Everyonehatesgetting rejected

Butwith someconfidence, therightskill set,the

rightattitude andexperience

it gets much easier


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Different Types of Selling LOW Order-taking

Reactive

MEDIUM Direct Selling Proactive

HIGH Personal Selling Relational / Relationship


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Low - Reactive: Order Taking


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Order Takers Versus Order Getters

Ordertakers only: respond, react,

and suggest

Ordergetters are: creative, persistent, and

build strong relationships

Problem: Doesnt require any

human interaction for sale to

take place


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Medium - Proactive: Direct Selling

Direct Sales in US increased by 4.6% in 2011to almost $30 Billion


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MKTG 377 is all aboutPersonal Selling Defined As

Personal selling is the process of out

people who have a particular need, them torecognize and define that need, to them

how a particular service or product fills that need, andthem to make a decision to use that serviceor product.

Its about having the VISION to identify and

solve your prospects needs


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Personal / RelationshipSelling is

A highly respected profession

Provides you with the opportunity tomake vast amounts of money

Gives you a great deal of control overyour life and of your time

Very entrepreneurial

Enables you to keep learning &improving

Relatively recession-proof

Selling is rarely boring

Enables you to build a unique and verypowerful, loyal network of friends andassociates


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CHAPTER 1:

A Career In Professional Selling

What youll learn about today:

1. Appreciate the role of selling in our economy.

2. Understand the purpose of personal selling.

3. Identify the personal characteristics that areneeded for success in a selling career.

4. Recognize the different types of sales jobs and

the requirements for success in each.5. Examine professional selling as a viable career

opportunity.


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The Value of Salespeople

Salespeople are

SOLUTIONPROVIDERS!

Prepared for almost

anything and

ALWAYS have a

PLAN B

Sales professionalsdemonstrate their

value to customersby providing

information andhelping to solve

problems.


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Great Salespeople Are Persistent & DontLet Roadblocks Prevent Them From

Succeeding

Sometimes its how the Salesperson approaches the challengethat makes all of the difference whether its Plan B, C or D


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Exploring The Value ofSalespeople

From 3 Perspectives For their Clients

For their Company For Themselves

Because, when Salespeople do it right

Everyones a Winner, Baby Thats the Truth


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Everybody Sells

Human relation skills arebasic selling skills.

Skills are learned andpracticed from birth.

Everyone has a baseupon

which to build their sellingabilities.

Introverts and extroverts

are successful in selling.Well, maybe not ALL Introverts you have to like

people to be successful in Sales


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Can Any Salesperson TrulyBe A Natural?

Salespeople are

made, not born,and they are made with

concentrated attention,

repeated practice,and goal oriented

direction.


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Becoming A Master Salesperson

Get ready to retire! Youre the father of a

natural born salesperson!

Become a student ofyour profession.

Selling is a skill thatmust be honed and

practiced.

Learn throughout yourcareer.


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The Positive Nature of RelationshipSelling

Personal attributes :

Personal Integrity

Personality Structure Personal Relationships

Personal Abilities

Personal abilities :

Creativity

Intelligence

Hard Work

Dedication


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In our family, we are ALL

Salespeople

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Julia wants to invite Griffin to the Sadie Hawkins Formal

1 - Julia (Salesperson) is a Cheerleader, Griffin (Prospect) plays Basketball

2 - Prospect likes Basketball Salesperson wants to sell to the Prospect

3 - Sales CREATIVITY - Salesperson customizes Basketball / warming the path towards pleasing the Prospect

4 - As team warms up, knowing team-mate (Center of Influence) tosses Prospect the basketball with the formal invite on it

5 - Prospect believes in the Salesperson and accepts Offer and becomes a Client

Sales Professional with Dog Sales Professional with Prospect

If Client ever hurts Salesperson, PARENT COMPANY may have to get involved


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Chapter 1 - A Career InProfessional Selling

(continued)

MKTG. 377

January 24, 2013


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Importance of Sales Training

Salespeople are mostcomfortable selling what they

understand. Successful companies see

sales training as the basis forgaining a competitiveadvantage.

Sales training builds confidencein the sales force and enablesthem to make superiorpresentations.


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Sales Training is Essential! Sales training was once considered an

expense

Today it is a critical investment

Major Corporations invest Millions intoSales Training Programs

Replacement costs for qualitysalespeople are sky-high!


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& most importantly, you need todevelop a

Positive Attitude

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GITOMERS LIFETIME FORMULA

1 - Surround yourself with positive things & people

2 - Read and listen to uplifting and positive books, cds, tapes

3 - Say all things in a positive way

4 - BELIEVE that YOU CAN ACHIEVE it

5 - Dont listen to the naysayers, losers, cynics

5.5 - Keep practicing this daily


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Speaking of a positive attitude2 additional perspectives on

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Regardless of your personal communications style,

to be successful in Relationship Selling,

we all have to have a LITTLE ENGINE THAT COULD attitude within each of us

Traditional

Non-Traditional


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6 Qualities of High SalesPerformers

1. Sell to people

2. Exchange Information

3. Regularly establish trust

4. Provide value added to thecustomer

5. Be perceived as genuineadvocates of prospectsneeds

6. Know when to close


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Characteristics of Successful

Salespeople1. Enthusiasm & Empathy

2. Goal Directed

3. Ability to ask questions4. Resourcefulness

5. Administrative ability

6. Initiative

7. Perseverance

8. Pleasant personality

9. Authenticity


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Maslows Hierarchy of Personal Needs

To be most effective in Relationship Selling, you need to

be higher up the Maslow chart


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Rewards of A Sales Career

No set routine

Entrepreneurship

Personal Satisfaction Variety and Independence

Opportunity for Advancement

Variety of Prospects

Professional salespeople arenever unemployed

Salespeople have a directeffect on their income andsecurity through their efforts


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A Career In Sales Provides CountlessOpportunities for Advancement

Effective salespeople are not limitedto one career path. Plenty of chances

forMovin on Up

Promotion to Sales Management

Top Management Positions

Entrepreneurial Opportunities Small Business Ownership


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Disadvantages of a Sales Career

1.Variable income

2.Long hours3.Lots of Travel

4.Waking up in cheap motels

6.Handling rejection

5.With your hands in weird places


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Jeff Gitomer on theBest Ways to Handle Rejection

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NEGATIVE SENSES

FearNervousnessRejectionProcrastinationJustificationSelf-doubtUncertaintyDoomIm UNLUCKY

POSITIVE SENSES

ConfidencePositive FeelingsAnticipationDeterminationAchievementWinningSuccessCertaintySunny DayIve got GOODFORTUNE

REMEMBER YOUR PAST SUCCESSES & FOCUS ON THEM

IF YOU GET REJECTED, VIEW IT AS A

LEARNING EXPERIENCE,

NOT A NEGATIVE ONE


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4 Key Types of Sales Jobs

Ordertakers only: respond, react, and suggest

Ordergetters are: creative, persistent, and build strong relationships


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4 Key Types of Sales Jobs 1 - Trade Selling

Increase business from

present & potentialcustomers throughmerchandising &promotional assistance

Long-term relationships are

important Help customers to sell

more product

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4 Key Types of Sales Jobs 2 - Missionary Selling

Largely consists of educating thosepersons who decide which products thecustomer will use

Example: Drug reps selling to Doctors

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3 - Technical Selling More detailed Specialists (includes

Engineers, Scientists) who explain thebenefits of a companys products

Act more like consultants who analyze


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4 Key Types of Sales Jobs

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4 - New Business Selling New Business Development

Finding new customers & persuading them to

buy for the first time


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Five Types of Salespeople

1. Sales engineer

2. Detail salesperson

3. Service salesperson

4. Account representative

5. Industrial productssalesperson, non-technical


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Sales Job Similarities

The need to understand the prospectsproblems.

The need for appropriate technical and/orproduct knowledge.

The need forself-discipline to execute a

sales plan. The ability to translate product features into

benefits.


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Sales Job ChallengesAccording to our textbook, on averaged, what percent of

time does the typical sales person spend directly infront of their clients?

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15%

A - 15%

B - 30%C - 50%D - 75%

Face Time with Clients

Sale Related Activities

Administrative Duties / Travel

Allocating sufficientface to face time with prospects is a common

problem for most sales professionals


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Which type of Salesperson focuses on performingpromotional activities and introducing products to prospects

instead of directly soliciting an order?

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Detail Salesperson

MKTG 377 - QUICKIE QUIZ

A - Account Representative

B - Detail SalespersonC - Sales EngineerD - Industrial Products SalespersonE - Service Salesperson


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What type of Salesperson primarily sells intangibles? Thengive some examples of situations that could occur that

require their services

Service Salesperson

MKTG 377 - QUICKIE QUIZ

A - Account RepresentativeB - Detail Salesperson

C - Sales EngineerD - Industrial Products SalespersonE - Service Salesperson

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