SALES AND SALES PROMOTION MANAGEMENT

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• What Is Selling?• Personal Selling Today

• A New Definition of Personal Selling• The Golden Rule of Personal Selling

• Everybody Sells!• What Salespeople Are Paid to Do• Why Choose a Sales Career?• Is a Sales Career Right for You?

How do you view salespeople?

Professional opinion

What is selling?

One of Marketing componentsPersonal Communication ……To persuadeHelping others Communication_____Discussion

Today?Most SP are not honest9% + Attitude35% + Attitude44% will accept sales jobs

New DefinitionUnselfish

The Golden Rule

Unselfishly treating others as You would like to be treated.

What SP are paid to do?Make a sale in the

short termBuild a Relationship

in the long term

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Salesperson Differences

Traditional Salesperson

Professional Salesperson

Golden Rule Salesperson

Guided by self-interests

Takes care of customers

Others interests most important

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Exhibit 1-3a: Self & Customer Service Progress

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Exhibit 1-3b: Self & Customer Service Progress

Sales Jobs

RetailDirect sellersWholesalers

Manufactures

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Exhibit 1-6: Seven Sales Job Categories

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Exhibit 1-7: A Sales Personnel Career Path

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How Do You Sell Someone and Remain Friends?Salespeople need to close sales and at the same

time maintain great relationships with their customers.

What does this require?That is what you will learn in this course.

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Service: Helping Others

When asked what she would look for in a career after graduating from college, a student of your author, Jackie Pastrano, said, “I’d like to do something that helps other people.”

Service refers to making a contribution to the welfare of others. Would you like to help others?

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Success in Selling–What Does it Take? Exhibit 1-8: Love of Selling Is At Heart of Helping Others

(Ssuccess)

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SsuccessS

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Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term Relationships

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Exhibit 1-11: Personal Characteristics Needed to Sell for Building Long-term Relationships

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Do Success Characteristics Describe You? Connect the DotsThe following puzzle illustrates how you

can be held back from breaking through.The challenge is to connect all nine dots

with four straight lines, without lifting your pencil from the paper – try it!

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Start Here

Go Beyond the Limits…

1.

4.

3.2.

…to reach your goals!

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Relationship Selling

Non-adversarial Non-manipulative Consultative Partner-oriented Problem-solving Goal: long-term

relationships

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Four Main Elements in the Customer Relationship ProcessAnalyze needsPresent product BenefitsGain CommitmentService

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Exhibit 1-12: The Customer is at the Center of the Sales System: ABC’s

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What Does a Professional Salesperson Do?Creates new customersSells more to present customersBuilds long-term relationships with

cutomersProvides solutions to customer’s

problemsProvides service to customersHelps customers resell products to their

customersHelps customers use products after

purchaseBuilds goodwill with customersProvides company with market

information