1. 1-1 The Power of Selling

2. 1-2 Chapter 2 The Power to Choose Your Path: Careers in Sales

3. 1-3 Video Case The video, What it Takes to be Successful in Sales, features Paul Blake, vice president of Sales at Greater Media PhiladelphiaWhat it Takes to be Successful in Sales In the video he shares his thoughts on what it takes to be a great salesperson and what he looks for when he’s hiring new salespeople

4. 1-4 Video Ride-along Discussion Questions Is there any difference between a “good” salesperson and a “great” salesperson? Discuss. As a customer, recall a purchase situation where the selling approach adopted by the salesperson was excellent, which made the buying experience ineffable. List a few traits of this salesperson.

5. 1-5 Chapter Objectives Discuss the characteristics required to be successful in a career in sales. Understand what you can expect from a career in sales. Understand the different types of selling channels and selling environments. Learn how to position your education and experience to create a resume and cover letter to get the job you want.

6. 1-6 Traits Required for a Successful Career in Sales Character and the ability to build trust Ability to connect Listening skills Ability to ask the right questions Willingness to learn Drive to succeed

7. 1-7 Traits Required for a Successful Career in Sales Resilience and a positive attitude Willingness to take risks Ability to ask for an order Independence and discipline Flexibility Passion

8. 1-8 Career in Sales The role of a salesperson – To create value If you are considering investing your career in the selling profession, know what’s in it for you (WII-FM) On any given day, a salesperson might work on multiple activities Sales is a “pay-for-performance” profession Item number: 77005422

9. 1-9 Types of Selling Channels Item number: 77006563 sells washers and dryers B2B B2C

10. 1-10 Figure 2.12 - Business-to-Business Versus Business-to-Consumer Selling Characteristics Insert Figure

11. 1-11 Types of B2B and B2C Selling Transactional selling: Efficiently matches the customer’s needs in an operational manner and no personal relationship is formed – Occurs in both B2B and B2C situations Consultative selling: There is long-term or ongoing relationship between the seller and the buyer, and the salesperson provides ideas or solutions to the customer based on customer needs – Occurs in both B2B and B2C situations

12. 1-12 Types of B2B and B2C Selling Adaptive selling: A salesperson adapts or changes behavior during a customer communication to positively impact the outcome – Occurs in both B2B and B2C situations Strategic alliance: Buyers and sellers working together to create opportunities for both companies that wouldn’t exist without the relationship – Occurs in B2B situations

13. 1-13 Types of B2B and B2C Selling The video Transactional Versus Relational Sales features a consultant from Rockstar Consulting - a personal development company, that provides business and life coaching, sales training, and skill-development servicesTransactional Versus Relational Sales The speaker in the video discusses two different styles of selling - transactional selling and relational selling Source: rockstar-consulting.com

14. 1-14 Types of B2B and B2C Selling Can you list a few pros and cons of transactional and relational selling apart from the ones discussed in the video? Which category would most of the salespeople you come across in daily purchase situations fall under - transactional selling or relational selling?

15. 1-15 Types of Selling Positions Inside salesperson: A salesperson who performs selling functions such as providing information, taking orders, and following up using communication methods such as telephone, e-mail, text, or fax, but does not actually meet with the customer face-to-face Outside salesperson: A salesperson who meets face-to-face with customers and performs a variety of sales functions

16. 1-16 Table 2.1 - Types of B2B and B2C Sales Positions Insert Table

17. 1-17 Direct Selling The sale of a consumer product or service away from a fixed retail location

18. 1-18 Direct Selling Independent business owners (IBO) – A direct sales person who distributes a company’s products or services and earns income based on the sales Multilevel marketing (MLM) – A selling system in which independent business owners invite other people to become IBOs and earn incentives based on their sales of the product or service Pyramid schemes – A process that involves the exchange of money simply for recruiting people to participate in a multi-level selling business without the benefits of sales – This business practice is not sustainable and is illegal in many states

19. 1-19 Types of Selling Environment Learn about the current trends in direct sellingcurrent trends The video showcases the growth of direct marketing which provides secondary income to most of its consultants while also providing a sense of job security

20. 1-20 Other Selling Environments Entrepreneurial selling – A business started by an individual – Being an entrepreneur can be exhilarating, invigorating, exciting, challenging, time-consuming, and frustrating Global selling – Selling in countries outside the U.S. – Presents additional levels of challenges including cultural, political, legal, demographic, and economic

21. 1-21 Other Selling Environments Non-profit selling – Fund-raising and the development of endowments are the lifeblood of non- profit organizations – Selling is the engine of non-profit organizations

22. 1-22 Selling U

23. 1-23 Five Steps for a Resume That Stands Out Step 1: Define your three brand points that make you unique and provide value to a prospective employer Step 2: Choose your resume format and font Step 3: Choose your headings and put the most important ones first Step 4: Write your bullet points Step 5: Review, check spelling, proofread, repeat

24. 1-24 Resume Formatting See how easy it is to format your resume using a table in Wordformat your resume The video demonstrates how to make a resume very professional and very easy for the reader to see what makes you special The sample used here is Rakeem S. Bateman’s resume; it appears in the Selling U section of this chapter (Figure 2.8 - Standard Resume Incorporating Effective Headings) Source: Flat World Knowledge

25. 1-25 Three Steps for a Cover Letter That Gets Noticed Understand the elements of a cover letter Start with your three brand points Write your cover letter

26. 1-26 Figure 2.6 - Standard Resume

27. 1-27 Figure 2.6 - Standard Resume

28. 1-28 Figure 2.6 - Standard Resume

29. 1-29 Figure 2.7 - Standard Resume Incorporating Brand Points

30. 1-30 Figure 2.7 - Standard Resume Incorporating Brand Points

31. 1-31 Figure 2.7 - Standard Resume Incorporating Brand Points

32. 1-32 Figure 2.9 - Effective Cover Letter

33. 1-33 Figure 2.9 - Effective Cover Letter

34. 1-34 Figure 2.9 - Effective Cover Letter

35. 1-35 Figure 2.10 - Elements of a Cover Letter

36. 1-36 Figure 2.10 - Elements of a Cover Letter

37. 1-37 Figure 2.10 - Elements of a Cover Letter

38. 1-38 Figure 2.10 - Elements of a Cover Letter

39. 1-39 Figure 2.11 - Sample Cover Letter

40. 1-40 Figure 2.11 - Sample Cover Letter

41. 1-41 Figure 2.12 - Sample Resume

42. 1-42 Figure 2.12 - Sample Resume

43. 1-43 Figure 2.12 - Sample Resume

44. 1-44 Summary A good salesperson does more than sell; he builds a relationship and trust with the customer and offers solutions Companies sell to customers in business-to-business (B2B) or business-to- consumer (B2C) channels Your resume and cover letter are your “advertising” for your personal brand