2-1 Personal Selling Opportunities in the Age of Information Selling Today 10 th Edition CHAPTER Manning and Reece 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 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

2-7 How Salespeople Spend an Average 46-Hour Work Week FIGURE 2.1

2-8 Rewards of Selling Careers Above-average income Above-average “psychic” income Opportunity for advancement Opportunities for women and minorities

2-9 Executive and Sales Force Compensation TABLE 2.2

2-10 Selling a Service Financial services Radio, television, and Internet advertising Newspaper advertising Hotel, motel, and convention center services Real estate Insurance Banking Business services

2-11 Discussion Questions In what ways are services different from hard goods? How can selling a service be different, and more difficult, than selling a hard good?

2-12 Selling a Service See the Website

2-13 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

2-14 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

2-15 Discussion Questions Are salespeople made or are they born? What reasons would someone give to support each side of this discussion?

2-16 Learning How to Sell “The principles of selling can be learned and applied by people whose personal characteristics are quite different.”

2-17 Four Sources of Sales Training Corporate-sponsored training Training provided by commercial vendors Certification programs College and university courses

2-18 Commercial Vendor: Acclivus Corporation See the Website

2-19 University Courses: A Sales Training Facility Courtesy: Nicholls State University