1. Chapter 2 Career Opportunities in Selling Today

2. LEARNING OBJECTIVES Discuss rewards of selling careers Describe opportunities for women and minorities Discuss selling characteristics in service, retailing, wholesaling, and manufacturing settings Identify emerging career opportunities in selling Discuss selling as an auxiliary activity Identify major sources of sales training

3. FIGURE 2.1: SALESPEOPLE SPEND TIME... Hours Worked - 46.5 Hour Workweek Service calls (5.6) Face-to-face selling (13.9) Waiting/traveling (8.5) Administrative tasks (7) Telephone Sales (11.5)

4. REWARDS OF SELLING CAREERS High income possibilities Psychic income Opportunity for advancement Job security Job mobility Opportunities for women Opportunities for minorities Preparation for owning own business

5. EMPLOYMENT SETTINGS IN SELLING Selling a service financial services radio and television newspaper advertising hotel, motel, and convention services real estate insurance banking business services

6. EMPLOYMENT SETTINGS IN SELLING Service Selling for a retailer automobiles and recreational vehicles musical instruments photographic equipment fashion apparel major appliances television and radio receivers furniture/decorating supplies microcomputers

7. EMPLOYMENT SETTINGS IN SELLING Service Retailer Selling for a wholesaler inside salesperson outside salesperson

8. EMPLOYMENT SETTINGS IN SELLING Service Retailer Wholesaler Selling for a manufacturer field salesperson sales engineer detail salesperson