1. Entrepreneurship Mr. Bernstein Organizing and Preparing a Sales Force, pp 278-287 November 2015

2. Entrepreneurship Mr. Bernstein Personal Selling vs. other Promotion Methods Effective when pricing is negotiated Effective when products are relatively complex There is followup contact after the sale to build a relationship Customers typically want specific and/or detailed information Purchases have high dollar amounts 2

3. Entrepreneurship Mr. Bernstein Staffing a Sales Force Finders, Minders and Grinders AKA Order Finders, Customer Service, and Order Takers 3

4. Entrepreneurship Mr. Bernstein Traits of Successful Sales People Honesty and Integrity Good listener Energetic Organized Knowledgeable Problem-solving Also listed in Glencoe, p 280: Follows through, Punctual, Empathetic and Prompt Is this you?... 4

5. Entrepreneurship Mr. Bernstein Providing Sales Training Company Knowledge Product Knowledge Customer Knowledge Selling Techniques – the Selling Process Selling Mechanics 5

6. Entrepreneurship Mr. Bernstein Steps in the Selling Process 1.Prospecting 2.Preapproach 3.Approach 4.Determining Needs 5.Presentation 6.Overcoming Objections 7.Closing the Sale 8.Suggestion Selling 9.Closing Mechanics 10.Follow-up 6