1. Chapter 12 selling overview Section 12.1 The Sales Function
Sales Careers

2. The Sales Function
Section 12.1
Explain the purpose and goal of the selling function.
Discuss how selling is related to the marketing concept.
Describe Customer Relationship Management.
Analyze sales trends and techniques and how they are applied to Holiday Shopping.

3. Why is selling an important marketing function?
The Sales Function
Section 12.1
The marketing concept comes alive in the sales function with the help of emerging trends and technology. Customer Relationship Management (CRM) and sales management efforts help to achieve the purpose and goal of selling.
Why is selling an important marketing function?

4. Details on Selling and the Marketing Concept and Sales Management
The Sales Function
Section 12.1
Details on Selling and the Marketing Concept and Sales Management

5. Details on Selling and the Marketing Concept and Sales Management
The Sales Function
Section 12.1
Details on Selling and the Marketing Concept and Sales Management

6. The Sales Function
Section 12.1
The Marketing Concept

7. The Sales Function
Section 12.1
The Marketing Concept

8. Selling and the Marketing Concept
The Sales Function
Section 12.1
Selling and the Marketing Concept
Purpose of Selling
Goal of Selling
To help customers make satisfying buying decisions.
To create ongoing, profitable relationships with customers.
The marketing concept has created a customer-centered focus.
Why do companies try to make you a loyal customer?

9. Why is it important for companies to utilize CRM?
The Sales Function
Section 12.1
Selling and the Marketing Concept
Customer relationship management (CRM) has flourished due to new computer technology.
customer relationship management (CRM)
A system that involves finding customers and keeping them satisfied.
Why is it important for companies to utilize CRM?

10. Selling and the Marketing Concept
The Sales Function
Section 12.1
Selling and the Marketing Concept
Web Sites and Social Media
Customer Loyalty Programs
Sales Trends and Technology
Computer Software
Mobile Devices
Partnerships

11. Why do you think companies use loyalty programs?
Why should a company sell it’s products online and also in retail stores.

12. Selling Techniques for the Holidays
What is the History of Black Friday?
What is Black Friday?
Best Black Friday Deals: 5 Tips That Save You Money
What and When is Cyber Monday?
Green Monday: What Is It, Date, Deals, Sales Trends

13. Discuss and determine the major points to share with class
Article Review
Each table needs to take 5 minutes to read and highlight major points in article.
Select a spokesperson
Discuss and determine the major points to share with class
Present to class

14. Let’s Review Why is selling so important for business?
The Sales Function
Let’s Review
Why is selling so important for business?
Why do they put so much importance on Black Friday?
How are sales trends and technology applied to Black Friday and Holiday Shopping?

15. Assignment for tomorrow.
The Sales Function
Assignment for tomorrow.
Let’s go shopping!
Using the following website plan a holiday shopping list
You are going out shopping Friday morning. You have $300 cash and $500 limit on a credit card. What would you buy?