© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

Selling and Salespeople What is selling? Why should you learn selling even if you do not plan to be a salesperson? What is the role of personal selling in a firm? What are the different types of salespeople? What are the rewards of a selling career? Some questions answered in this chapter are: 1-2 CHAPTER 1 McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. “Relationship building is definitely the key to business-to-business selling.” ~Jeffrey P. Lynn 1-3 McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Two-way communication Identifying optimal solutions Resulting in long-term benefits for both parties 1-4 Personal selling involves McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. The principles of selling are useful to everyone, not just people with the title of salesperson. Developing mutually beneficial, long-term relationships is vital to all of us. People in business use selling principles all the time. 1-5 Why Learn About Personal Selling? McGraw-Hill/Irwin Personal selling is a person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Go-to-market strategies Multichannel strategy Sales-force intensive organizations 1-6 The Role of Salespeople in Business McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Examples of Entry-level sales positions Consumer Products Selling to grocery stores, discounters, drug stores, retailers, etc. (Nestle, P&G, Noxell, Best Foods, Advanced Care Products, Hormel, Sara Lee). Missionary Selling Selling to Doctors, Pharmacies, Hospitals (Pfizer, Hoechst AG, Roche Pharmaceuticals, Abbott Labs). Selling textbooks to professors (McGraw-Hill, Prentice Hall). Industrial Trade Selling Selling industrial products to retailers or resellers. Parts and Tools (Ideal Industries, Goodyear)

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Business to Business Selling Selling to businesses a product that will be used in their manufacturing or in their operations. Not to resell. - Computers, Electronics (NCR, IBM, Motorola) -Office Equipment (Cannon, Pitney Bowes, Minolta, Canon, Lanier) -Parts, Tools (Makita, Fastenal) -Raw Materials (usually agents) -Construction (AK Steel, Pella) -Office Supplies (Office Depot) -Selling Hospital Supplies (Baxter) -Other (Marathon Oil, Mohawk Carpet)

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Services to Businesses Selling services to businesses. Telecommunications (AT&T, Sprint, SBC Communications) -Cleaning Services (Servicemaster) - Maintenance and repair (Computing Maintenance Group) - Computer Services (ADP) - Recruitment (CPS Inc.) - Inspection Services (Conam Inspection)

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Advertising Space Selling ad space to retailers, businesses, not-for-profit. - Newspapers (Local and National, News Media Corp.) - Cable, TV (Local and Network) - Magazines (Local and National) - Radio (Local and Network) Hospitality Selling convention space and hotel rooms to businesses and groups. - Hotels (Marriott, Hilton) - Convention Centers (McCormick Place) Selling to Consumers Insurance (Metropolitan, John Hancock, Northwestern Mutual Life) Investments (Fidelity Investments, Edward Jones)

© 2007 The McGraw-Hill Companies, Inc. All rights reserved How Salespeople Spend Their Time Each Week McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved Selling and Distribution Channels McGraw-Hill/Irwin A distribution channel is a set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Selling and Distribution Channels Business-to-business channels 1-13 McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Selling and Distribution Channels (continued) Consumer channels 1-14 McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. Rewards in Selling Independence and responsibility Financial rewards Management opportunities 1-15 McGraw-Hill/Irwin

© 2007 The McGraw-Hill Companies, Inc. All rights reserved. You should study personal selling because we all use selling techniques. Salespeople play a vital role in business activities. Salespeople engage in a wide range of activities. The specific duties and responsibilities of salespeople depend on the type of selling position. Research on the characteristics of effective salespeople indicates that many different personality types can be successful in sales Summary McGraw-Hill/Irwin