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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.
2
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
18
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
22
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
23
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
30
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
34
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?
37
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