1. © 2007 The McGraw-Hill Companies, Inc. All rights reserved.

2. Selling and Salespeople What is selling? Why should you learn selling even if you do not plan to be a salesperson? What is the role of personal selling in a firm? What are the different types of salespeople? What are the rewards of a selling career? Some questions answered in this chapter are: 1-2 CHAPTER 1 McGraw-Hill/Irwin

3. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. “Relationship building is definitely the key to business-to-business selling.” ~Jeffrey P. Lynn 1-3 McGraw-Hill/Irwin

4. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. The principles of selling are useful to everyone, not just people with the title of salesperson. Developing mutually beneficial, long-term relationships is vital to all of us. People in business use selling principles all the time. 1-4 Why Learn About Personal Selling? McGraw-Hill/Irwin Personal selling is a person-to-person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.

5. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Go-to-market strategies Lifetime customer value Multichannel strategy Sales-force intensive organizations Integrated marketing communications Importance of advertising 1-5 The Role of Salespeople in Business McGraw-Hill/Irwin

6. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-6 Communication Methods McGraw-Hill/Irwin

7. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. What do Salespeople do? Client relationship manager Account team manager Vendor and channel manager Information provider to their firm 1-7 McGraw-Hill/Irwin

8. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-8 How Salespeople Spend Their Time Each Week McGraw-Hill/Irwin

9. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-9 Selling and Distribution Channels McGraw-Hill/Irwin A distribution channel is a set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.

10. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Selling and Distribution Channels Business-to-business channels 1-10 McGraw-Hill/Irwin

11. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Selling and Distribution Channels (continued) Consumer channels 1-11 McGraw-Hill/Irwin

12. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Describing Sales Jobs Stage of buyer-seller relationship –New or continuing Salesperson’s role –Taking orders or creating new solutions Importance of the purchase to the customer 1-12 McGraw-Hill/Irwin

13. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Location of salesperson – customer contact –Field or inside sales The nature of the offering sold by the salesperson –Products or services Salesperson’s role in securing customer commitment –Information or placing an order 1-13 Describing Sales Jobs (continued) McGraw-Hill/Irwin

14. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-14 The Sales Job Continuum McGraw-Hill/Irwin

15. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Best Buy retail salesperson Hershey foods salesperson Abbott Labs pharmaceutical salesperson IBM Computer servers salesperson 1-15 Examples of Sales Jobs McGraw-Hill/Irwin

16. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Characteristics of Successful Salespeople Motivation Dependability and trustworthiness Ethical sales behavior Customer and product knowledge Communication skills Flexibility Creativity Confidence Emotional intelligence 1-2 McGraw-Hill/Irwin

17. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. The skills required to be a successful salesperson can be learned. Innate characteristics such as personality traits, gender, and height are largely unrelated to sales performance. Companies spend billions of dollars each year on training. 1-17 Are Salespeople Born or Made? McGraw-Hill/Irwin

18. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Rewards in Selling Independence and responsibility Financial rewards Management opportunities 1-18 McGraw-Hill/Irwin

19. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-19 Average Annual Compensation for Salespeople and Managers McGraw-Hill/Irwin Source: 2004 Salary Survey, Sales & Marketing Management, May 2004, p. 29.

20. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 1-20 The Building Partnerships Model McGraw-Hill/Irwin

21. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. You should study personal selling because we all use selling techniques. Salespeople play a vital role in business activities. Salespeople engage in a wide range of activities. The specific duties and responsibilities of salespeople depend on the type of selling position. Research on the characteristics of effective salespeople indicates that many different personality types can be successful in sales. 1-21 Summary McGraw-Hill/Irwin