Selling: The ProfessionFocusing on Building Relationships

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6th Edition

David J. Lill and Jennifer K. LillDM Bass Publications

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A Career in Professional Selling

Learning Objectives Appreciate the role of selling in our economy. Understand the purpose of personal selling. Recognize the different types of sales jobs

and the requirements for success in each. Identify the personal characteristics that are

needed for success in a selling career. Examine professional selling as a viable

career opportunity.

Chapter 1

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Salespeople are…

SOLUTION PROVIDERS

The Value of Salespeople

Sales professionals demonstrate their value to customers by providing information and helping solve

problems.

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Human relation skills are basic selling skills.

Skills are learned and practiced from birth.

Everyone has a base upon which to build their selling abilities.

Introverts and extroverts can be successful in selling.

Everybody Sells

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Personal selling is the process of seeking out people who have a particular need,

assisting them to recognize and define that need, demonstrating to them how a

particular service or product fills that need, and persuading them to make a decision

to use that service or product.

Definition of Personal Selling

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Salespeople are made, not born, and they are made

with concentrated attention,

repeated practice, and goal oriented

direction.

The Sales Edge

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Become a student of your profession. Selling is a skill that must be practiced. Learn throughout your career.

Becoming A Master Salesperson

Get ready to retire! You’re the father of a natural born salesperson!

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Sell to people Know when to close Exchange Information Regularly establish trust Provide value added to

the customer Be perceived as genuine

advocates of prospects’ needs

Qualities of High Sales Performers

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Salespeople are most comfortable selling what they understand.

Successful companies see sales training as the basis for gaining a competitive advantage.

Sales training builds confidence in the sales force.

Importance of Sales Training

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Physiological Needs

Safety Needs

Social Needs

Personal Esteem Needs

Self Actualization

Affiliation GroupMembership

Acceptance by Others

Job SecurityPhysical Safety

Satisfying Personal Relationships

Psychological Security

Adequate Food

Water Air toBreathe

Sexual Satisfaction

Self - Acceptance

Fulfillment of Potential

Maslow’s Hierarchy of Needs

Shelter

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No set routine Entrepreneurship Personal Satisfaction Variety and Independence Opportunity for Advancement Professional salespeople are never

unemployed Salespeople have a direct effect on their

income and security through their efforts

Rewards of A Sales Career

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Effective salespeople are not limited to one career path. They have many possibilities for advancement: Promotion to Sales Management Top Management Positions Entrepreneurial Opportunities Small Business Ownership

Opportunities for Advancement

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the most of their time...Successful salespeople must make

Administrative Duties/Travel60%

Sales Related Activity25%

Actual Time With Clients15%

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Disadvantages of a Sales Career

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The need to understand the prospect’s problems.

The need for appropriate technical and/or product knowledge.

The need for self-discipline to execute a sales plan.

The ability to translate product features into benefits.

Sales Job Similarities

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Order takers only: respond, react, and suggest

Order getters are: creative, persistent, and build strong relationships

Classification of Sales Jobs

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Sales engineer Detail salesperson Service salesperson Account representative Industrial products

salesperson, non-technical

Five Types of Salespeople

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“Nothing can stop the man with the right

mental attitude from achieving his goal;

nothing on earth can help the man with the

wrong mental attitude.”

Quotable Quotes

- Thomas Jefferson

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Enthusiasm, Sincerity, and Empathy Goal Directed Ability to ask questions Resourcefulness Administrative ability Initiative Perseverance Pleasant personality

Characteristics of Successful Salespeople

CREATE THE SALE

S

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HANGE IS OFTEN DESIRABLE, FREQUENTLY NECESSARY AND ALWAYS INEVITABLE.

EMEMBER…ONLY YOU CAN GIVE YOURSELF PERMISSION TO APPROVE OF YOU. UNLOCK YOUR MIND FROM NEGATIVE THINKING.

NVISION YOURSELF A SUCCESS. WHAT YOU THINK ABOUT YOU BECOME.

TTITUDE DOES DETERMINE YOUR ALTITUDE. IT’S WHAT’S INSIDE THAT MAKES YOU RISE.

HE RIGHT ANGLE TO SOLVE A PROBLEM IS THE TRY-ANGLE.

LIMINATE FAILURE AS AN OPTION, AND PROGRESS NATURALLY EMERGES.

CREATE

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HE BEST IS YET TO COME. YESTERDAY’S IMPOSSIBILITIES ARE TODAY’S POSSIBILITIES.

AVE YOUR DREAMS. THEY ARE THE STUFF GREAT PEOPLE ARE MADE OF. REACH FOR THE STARS BUT KEEP YOUR FEET ON THE GROUND.

XTRAORDINARY DESIRE AND PERSISTENCE DRIVES ORDINARY PEOPLE TO ACHIEVE GREAT THINGS. ACHIEVERS ARE NOT EXTRAORDINARY PEOPLE.

THE

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EVEN DAYS WITHOUT LAUGHTER MAKES ONE WEAK.

SMILE IS THE SHORTEST BETWEEN TWO PEOPLE.

ISTEN TWICE AS MUCH AS YOU TALK. YOU WERE GIVEN TWO EARS AND ONE TONGUE.

SALES

NCOURGAGING FEEDBACK IS A PROCESS FOR LEARNING ABOUT YOUR IMPACT ON THOSE AROUND YOU.

UCCESS IS THE PROGRESSIVE REALIZATION OF WORTHWHILE, PREDETERMINED, PERSONAL GOALS.

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XCUSES ARE FOR LOSERS. WINNERS HAVE WAYS. MAY WE ALL FIND THE WAY.

ETERMINE NEVER TO GIVE UP. IT’S WHEN THINGS SEEM THE WORST THAT YOU MUST NOT QUIT.

OALS ARE DREAMS WITH A DUE DATE.

EDGE XPECT THE BEST OF YOURSELF. BE SOMEBODY SPECIAL. THE BEST

NEVER CONSIDER SUCCESS OPTIONAL.