2-1 Personal Selling Opportunities in the Age of Information Selling Today 2

2-2 Personal Selling in the Age of Information One can add value to information by: Collecting it Organizing it Clarifying it Presenting it in a convincing manner Selling skills are transferable skills

2-3 Customer service representatives (CSR) Professionals Entrepreneurs Managerial personnel Knowledge Workers Benefit from Personal Selling Skills

2-4 Your Future in Personal Selling “Students tend to view sales as dynamic and active but believe a selling career requires them to engage in deceitful or dishonest practices.” These are OLD stereotypes Ethical sales practices are the key to success

2-5 Sales Is Pervasive 500 largest sales forces in America employ 17.5 million salespeople These companies will seek to recruit 500,000 college graduates The number of sales positions is increasing in industrialized countries Hundreds of selling career options to match individual interests, talents, and ambitions Most occupations involve some form of selling

2-6 Large U.S. Sales Forces TABLE 2.1

2-7 Sales Titles Vary Account executive Account representative Sales account manager Relationship manager District representative Sales consultant Client development manager Sales associate Marketing representative Territory manager

2-8 How Salespeople Spend an Average 46-Hour Work Week FIGURE 2.1

2-9 Rewards of Selling Careers Above-average income Above-average “psychic” income Opportunity for advancement Opportunities for women and minorities

2-10 Executive and Sales Force Compensation TABLE 2.2

2-11 Women and Minorities Growing opportunities for both women and minorities More women are turning to sales as a career Companies recognize a need for a more diverse sales force

2-12 Employment Settings in Selling Today Selling a service Selling for a retailer Selling for a wholesaler Selling for a manufacturer

2-13 Selling a Service Financial services Radio, television, and Internet advertising Newspaper advertising Hotel, motel, and convention center services Real estate Insurance Banking Business services

2-14 Selling a Service See the Website

2-15 Special Case: Radio Advertising Sales More than 10,000 radio stations in the United States Work with local, regional, and national accounts Local and national training, certification In medium markets, compensation can reach $100,000+ See the Website

2-16 Retail Selling Automobiles Musical instruments Photographic equipment Fashion apparel Major appliances Recreational vehicles Television and radio receivers Furniture/decorating supplies Tires and related accessories Computers Product categories like these usually require a high degree of personal selling

2-17 Wholesale Selling Inside salesperson Relies heavily on phone orders More office-based Internet often used for support Inside sales growing in popularity as a cost- saving move Outside salesperson On-the-road Duties vary Often must be familiar with many products Must know details of customer’s operation Serves as consultant to the customer

2-18 Manufacturer Selling Field salesperson Gains new customers Increases sales for existing customers Detail salesperson Assists clients with marketing, collects data Not compensated on amount sold Sales engineer Knows technical details Must identify, analyze, solve customer problems Inside salesperson Takes orders Supports field staff

2-19 Telemarketing Sales Channel Telemarketing: a channel in which the sales process is conducted by telephone Serves two purposes: sales and service Inside sales, backup for outside sales Sometimes used to maintain contact with smaller customers Also used to find and qualify prospects

2-20 Learning How to Sell “The principles of selling can be learned and applied by people whose personal characteristics are quite different.”

2-21 Four Sources of Sales Training Corporate-sponsored training Training provided by commercial vendors Certification programs College and university courses

2-22 Corporate-sponsored Training Many firms have established programs Millions are spent in training each year Salespeople among the most intensively trained employees Training for consultative selling may be a few months to a year Some Web-based training used

2-23 Commercial Vendor: Huthwaite’s SPIN Selling See the Website

2-24 Commercial Vendor: Acclivus Corporation See the Website

2-25 Certificate Programs: The Certified Medical Representative See the Website

2-26 University Courses: A Sales Training Facility Courtesy: Nicholls State University