SALES AND SALES PROMOTION MANAGEMENT Tank You

1 Chapter

What Is Selling? Personal Selling Today A New Definition of Personal Selling The Golden Rule of Personal Selling Everybody Sells! What Salespeople Are Paid to Do Why Choose a Sales Career? Is a Sales Career Right for You?

How do you view salespeople?

Professional opinion

What is selling? One of Marketing components Personal Communication ……To persuade Helping others Communication_____Discussion

Today? Most SP are not honest 9% + Attitude 35% + Attitude 44% will accept sales jobs

New Definition Unselfish

The Golden Rule Unselfishly treating others as You would like to be treated.

What SP are paid to do? Make a sale in the short term Build a Relationship in the long term

1-11 Salesperson Differences  Traditional Salesperson  Professional Salesperson  Golden Rule Salesperson Guided by self-interests Takes care of customers Others interests most important

1-12 Exhibit 1-3a: Self & Customer Service Progress

1-13 Exhibit 1-3b: Self & Customer Service Progress

Sales Jobs Retail Direct sellers Wholesalers Manufactures

1-15 Exhibit 1-6: Seven Sales Job Categories

1-16 Exhibit 1-7: A Sales Personnel Career Path

1-17 How Do You Sell Someone and Remain Friends? ù Salespeople need to close sales and at the same time maintain great relationships with their customers. ù What does this require? ù That is what you will learn in this course.

1-18 Service: Helping Others  When asked what she would look for in a career after graduating from college, a student of your author, Jackie Pastrano, said, “I’d like to do something that helps other people.”  Service refers to making a contribution to the welfare of others.  Would you like to help others?

1-19 Success in Selling–What Does it Take? Exhibit 1-8: Love of Selling Is At Heart of Helping Others (Ssuccess) S S E C C US Ssuccess S

1-20 Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term Relationships

1-21 Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term Relationships

1-22 Do Success Characteristics Describe You? Connect the Dots ù The following puzzle illustrates how you can be held back from breaking through. ù The challenge is to connect all nine dots with four straight lines, without lifting your pencil from the paper – try it!

1-23 Start Here Go Beyond the Limits… …to reach your goals!

1-24 Relationship Selling  Non-adversarial  Non-manipulative  Consultative  Partner-oriented  Problem-solving  Goal: long-term relationships

1-25 Four Main Elements in the Customer Relationship Process Analyze needs Present product Benefits Gain Commitment Service

1-26 Exhibit 1-12: The Customer is at the Center of the Sales System: ABC’s

1-27 What Does a Professional Salesperson Do? Creates new customers Sells more to present customers Builds long-term relationships with cutomers Provides solutions to customer’s problems Provides service to customers Helps customers resell products to their customers Helps customers use products after purchase Builds goodwill with customers Provides company with market information