1. The Nature and Scope of Selling
Sell Away
The Nature and Scope of Selling
Selling LAP 117

2. Sell Away A B Explain the nature of selling.
The Nature and Scope of Selling A
Explain the nature of selling. B
Explain personal characteristics of successful salespeople.
Selling LAP 117

3. A
Explain the nature of selling.

4. Why learn about the nature and scope of selling?
What does selling have to do with you?
Goods and services must be sold for business to exist.
Selling:
Creates millions of careers
Builds essential skills

5. Selling Defined Planned communication Personalized communication
Influences purchase decisions
Enhances future business opportunities

6. Why Do Customers Buy? To obtain goods/services they need and want
Sold directly to consumers for ultimate consumption
Sold to organizations for resale
Sold to organizations for use in business operations
Bulk Pepperoni

7. Every Business Organization Sells
Entrepreneurs sell ideas to banks to obtain financing.
Manufacturers sell goods to wholesalers and retailers.
Wholesalers resell goods to retailers.
Retailers and service providers sell goods and services to customers.

8. Tangible and Intangible Products
Can be touched, smelled, tasted, seen, or heard
Clothes, houses, food, smartphones

9. Tangible and Intangible Products
Productive activities we pay someone else to perform
Dry cleaning, lawn care, health care
Lines can be blurry.

10. Selling Doesn’t Just Happen in Stores
Anywhere person-to- person contact is made
Over the phone
On a person’s doorstep
At a customer’s place of business
In an office
Online

11. How Products Are Sold
Directly to the consumer without the use of a wholesaler or retailer
Indirectly to the consumer or user through the use of intermediaries (wholesalers or retailers)

12. The Role of Selling in Our Economy
Keeps economy moving
Promotes competition
Affects employment
Adds utility
Helps customers determine needs
Creates desire for products

13. B
Explain personal characteristics of successful salespeople.

14. Characteristics of Successful Salespeople
Education and training
Self-motivation
Self-confidence
Product knowledge
Customer knowledge
Ethics
Success

15. Characteristics of Successful Salespeople
Persistence and patience
Selling skills
Belief in selling as a service
Communication skills
Creativity
Personal appearance

16. Think back to the interactions you’ve had in the past week.
What did you “sell” to someone?
Does this change your perception of your “sales” ability?

17. Sam works at an electronics store.
He needs to make the sale.
Is it ethical to “push” a customer to buy?

18. Acknowledgments Original Developers:
Kerry Winfrey and Lelia Ventling, MBAResearch
Version 2.0
Copyright © 2014
MBA Research and Curriculum Center

19. Digital-based photography sources:
ThinkStock Photography
Various images used in this presentation are ©2013 Thinkstockphotos. All rights reserved

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