3. Know the three major types of businesses that employ salespeople Identify the types of sales people and skills necessary for each business type assist the customer in determining the best product /service that maximizes buyer benefits

4. Tangible items – items you can see and touch Examples:  Clothes  Food  Books Intangible items – thing that cannot be seen or touched Insurance Stocks Bonds

5. Retailers Wholesalers Manufacturers

6. Retailers Examples: department stores, variety stores, discount stores, supermarkets, restaurants 2/3 of salespeople are in retail sales Have seen a trend of more “self-service” operations Self Service does not help the buyer make wise buying decisions Cashiers: run cash register Order taker: “I’ll take this” Where have you seen self service places?

7. Wholesalers Middlemen who sell to retailers, manufacturers and other wholesalers  Technical salespeople: sell machinery, electronic equipment, printing equipment, and computers Usually are college graduates with specialized training; they are technical experts/sales engineers to trouble shoot problems  Non-technical salespeople: sell food (fresh produce as well as processed foods), prescription drugs, hardware, and furniture

8.  Inside salespeople Work in the wholesale office and telephone their customers  Outside salespeople Travel to their customers’ businesses to sell; often have a home office that is not used for sales but instead for paperwork 1/6 of salespeople are in wholesale sales Wholesale salespeople must be service oriented

9. Manufacturers Sell both technical and non-technical products Technical products:  Computers, copy machinery, heavy duty machinery, ag processing equipment, tractors Non-technical products:  Food products, paper, furniture Salespeople are assigned a “territory” 1/16 of salespeople are in manufacturing sales

10. Each group can stand and present ONE of the selling places and identify the key criteria asked for… Is it a retail, wholesale, or manufacturing business? What types of products/services do they sell? Are those products/services tangible or intangible? Why type of salespeople do each of them require –  Inside or Outside?  Technical or non-technical?  Self service or true selling?

11. True/False: Write True for those statements that are true, and False for those statements that are false. 1. A want is the same thing as a need. 2. An example of a want is water. 3. The number one reason young workers in the 1980s lost their jobs was because of their inability to work well with others. 4. Wholesale distribution centers employ more salespeople than any other sales occupation. 5. Manufacturers sell merchandise and services to the ultimate customer.

12. 6. Non-technical salespeople sell computers and machinery items. 7. An outside salesperson has no office where they would meet a client, rather they sell face to face. 8. Service selling involves the sale of intangibles. 9. An example of a tangible item is furniture. 10. Salespeople who sell technical products are usually college graduates.

13. 1.False6.False 2.True7. True 3.True8.True 4. False9.True 5.False10. True What questions do you have about any of these answers?

14. Review all concepts from Introduction to Sales and Selling – Where does it take place? Test tomorrow.