selling lap 117 the nature and scope of selling sell away
TRANSCRIPT
SellingLAP 117
The Nature and Scope of Selling
Sell Away
Selling LAP 117
A
B
Explain the nature of selling.
Explain personal characteristics of successful salespeople.
The Nature and Scope of Selling
Sell Away
A Explain the nature of selling.
What does selling have to do with you?
Goods and services must be sold for business to exist.
Selling:
Why learn about the nature and scope
of selling?
Creates millions of careers
Builds essential skills
Planned communication
Personalized communication
Influences purchase decisions
Enhances future business opportunities
Selling Defined
To obtain goods/services they need and want
• Sold directly to consumers for ultimate consumption
• Sold to organizations for resale
• Sold to organizations for use in business operations
Why Do Customers Buy?
Bulk Pepperoni
Every Business Organization Sells
Entrepreneurs sell ideas to banks to obtain financing.
Manufacturers sell goods to wholesalers and retailers.
Wholesalers resell goods to retailers.
Retailers and service providers sell goods and services to customers.
Tangible Can be touched,
smelled, tasted, seen, or heard
Clothes, houses, food, smartphones
Tangible and Intangible Products
Tangible and Intangible Products
Intangible Productive activities
we pay someone else to perform
Dry cleaning, lawn care, health care
Lines can be blurry.
Anywhere person-to-person contact is made
• Over the phone
• On a person’s doorstep
• At a customer’s place of business
• In an office
• Online
Selling Doesn’t Just Happen in Stores
How Products Are Sold
Directly to the consumer without the use of a wholesaler or retailer
Indirectly to the consumer or user through the use of intermediaries (wholesalers or retailers)
The Role of Selling in Our Economy
Keeps economy moving
Promotes competition
Affects employment
Adds utility
Helps customers determine needs
Creates desire for products
Explain personal characteristics of successful salespeople.B
Characteristics of Successful Salespeople
Education and training
Self-motivation
Self-confidence
Product knowledge
Customer knowledge
Ethics
Success
Characteristics of Successful Salespeople
Persistence and patience
Selling skills
Belief in selling as a service
Communication skills
Creativity
Personal appearance
Think back to the interactions you’ve had in the past week.
What did you “sell” to someone?
Does this change your perception of your “sales” ability?
Sam works at an electronics store.
He needs to make the sale.
Is it ethical to “push” a customer to buy?
Acknowledgments
Original Developers:
Kerry Winfrey andLelia Ventling, MBAResearch
Version 2.0
Copyright © 2014MBA Research and Curriculum Center
Acknowledgments
Original Developers:
Kerry Winfrey andLelia Ventling, MBAResearch
Version 2.0
Copyright © 2014MBA Research and Curriculum Center
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ThinkStock Photography
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