7.5 Sales Professionals

What makes a good salesperson? 7.5 Intro to Promotion & Sales Sales Professionals What makes a good salesperson? The salesperson must….. Believe in the product Be a good listener Sense of humor Self motivated and self disciplined Strong work ethic Personable

What makes a good salesperson? 7.5 Intro to Promotion & Sales Sales Professionals What makes a good salesperson? The salesperson must….. Knowledgeable Someone who asks questions and listens Self confident (not confused with arrogant!) Ability to build relationships “Thick skinned” (ability to handle the inevitable frequent rejection) Effective time management skills

Sales Professionals Sales Skills Intro to Promotion & Sales 7.5 Intro to Promotion & Sales Sales Professionals Sales Skills Never lose contact with prospective customers This technique is often referred to as “Knocking on old doors” Consistently ask everyone to buy Following up with customers after the sale with the same aggressiveness demonstrated before the sale

Sales Professionals Game Plan Intro to Promotion & Sales 7.5 Intro to Promotion & Sales Sales Professionals Game Plan Devise a sales strategy that best caters to their strengths A quality game plan includes gaining knowledge not only of company products and services, but of the backgrounds of prospective customers The best salespeople devise and implement effective time management plans

Intro to Promotion & Sales 7.5 Intro to Promotion & Sales What characteristics do employers look for in sales professionals? “We look for sales people who are self driven with a desire to learn, along with a sense of self confidence, knowledgeable about the industry, and a likeable personality. Building, maintaining and nurturing relationships are incredibly important to the sales cycle, so we want someone we know can be effective in that area. Finally, we want someone who can display a track record of excellence and can show how a strong work ethic led to those previous successes." Rick Campbell, Former Vice-President of Premium Seating, Comcast-Spectacor (Wachovia Center - Philadelphia Flyers & 76ers)

7.5 REVIEW (ANSWERS) Introduction to Promotion & Sales 1) Recognize some common characteristics of successful sales professionals Belief in the product, good listener, sense of humor, self motivated/self disciplined, strong work ethic, personable, knowledgeable, someone who asks questions and listens, self confident (not to be confused with arrogant!), ability to build relationships, “thick skinned” (ability to handle the inevitable frequent rejection), effective time management skills