Chapter 2 Personal Selling Opportunities in the Age of Information

What is a Knowledge Worker? b An individual whose work effort is centered around creating, using, sharing and applying knowledge

Knowledge Workers Who Do Not Consider Themselves Salespeople b Managerial personnel b Professionals (accountants, consultants, lawyers, etc.) b Entrepreneurs b Customer service representatives (CSR)

Titles for Salespeople b Account executive b Account representative b Sales account manager b Relationship manager b District representative b Sales consultant b Business development manager b Sales associate b Marketing representative b Territory manager

Average 46-Hour Week b 14 hours Face-to-face selling b 12 hours Telephone sales b 8 hours Waiting/traveling b 7 hours Administrative tasks b 5 hours Service calls

Aspects of Selling Careers b Above-average income b Above-average psychic income factors that provide psychological rewardsfactors that provide psychological rewards b Opportunity for advancement b Opportunity for women and other minorities

Employment Settings b Inside salespeople (inbound and outbound)--perform selling activities at the employer’s location, typically using the telephone b Outside salespeople--travel to meet prospects and customers in their place of business or residence

Selling Through Channels b Trade selling--the sale of a product or service to another member of the supply chain (“B2B” or business-to-business) b Missionary or detail sales—attempts to generate goodwill and stimulate demand for the manufacturer’s product among channel members

Selling a Service b Hotel, motel, and convention center b Telecommunications b Financial b Media (radio, TV, newspaper, magazine and internet) b Real estate b Insurance b Business

Selling for a Manufacturer b Sales engineer or applications engineer (technical salespeople)--must have a good technical understanding of their products and customer needs b Nontechnical salespeople b Field salespeople--interact with new customers and current customers b Detail salesperson--develops goodwill, provides information, and stimulates demand for the manufacturer’s products

Retail Selling and Direct Selling b Retail selling--sales made directly to the consumer b Direct selling--independent contractors who represent manufacturers selling products or services directly to consumers, usually face to face but also via the telephone or internet.

Sales Training b Corporate-sponsored training b Commercial vendor training b Certification programs b College and university courses