Selling as a Profession Sales Management

Compiled & Presented By:Anuj Sharma

Text Book: Fundamentals of Selling – Customers for life through services by Charles M. Futrell (12th Edition)Pre-Class Reading – Chapter 1

Presented to the students of Tolani Institute of Management Studies

What do you think of Salespeople?

Negative – They are constantly nagging me. They are dishonest. I don’t trust what the salesperson tells me.

Positive – They are very helpful I trust a salesperson blindly

How many of you are interested in a Sales Career?

Everybody Sells!

You want to go on a date?

You want to ask for more pocket money?

You want to urge your professor to raise your grade?

You want to apply for a new job?

You want a salary hike?

What is Selling? Selling Vs. Marketing

Definition: Personal selling refers to the personal communication of information to persuade a prospective customer to buy something – a good, service, idea or something else – that satisfies the individual’s needs

Selling Includes: Person helping another person Examine the needs Provide information Suggest a product to meet their needs After-the-sale service to ensure long term satisfaction

Selling Today Insurance Salespeople, Advertising

Practitioners & Used Car Salespeople are the three lowest job categories on perceived honesty & ethical standards!

Non Trustworthy Greedy Unethical Cheaters

New Definition of Selling!

Insert the word “Unselfish”

Personal Selling refer to the personal communication of information to

UNSELFISHLY persuade a prospective customer to buy something – a good, a

service, an idea or something else – that satisfies the individual’s needs

Think of your Grandmother!

Would you treat her in a selfish manner?

Would you sell her something just to make a sale?

Tell the truth about what the product will do

Give the best price on the best product for the need

Deliver on time

Provide outstanding follow-up service

Tell the customer if it’s not the right product

The Golden Rule of Personal Selling Unselfishly treating others as you

would like to be treated

Difference between SalespeopleTraditional Salespeople

Professional Salespeople

Golden Rule Salespeople

Do what they think they can get away with.

Do what they are legally required to do.

Do the right thing.

Guided by self-interests.

Take care of customers.

Find others’ interests most important.

Attribute results to personal efforts.

Attribute results to personal efforts, employer, customers, economy.

Attribute results to others.

Seek recognition for efforts; sharing not important. Pride & ego driven.

Enjoy recognition, may share if it suits their purpose. Pride & ego driven.

Feel that an individual’s performance is due to others, thus not motivated by pride & ego.

Money is life’s main motivator.

Money is important, but not to the customer’s detriment.

Service most important; money is to be shared.

What are Salespeople paid to do?

Sales people are paid to sell!

But, they set performance goals for: Themselves – In order to serve others,

earn a living and keep their jobs. Their Employers – because without the

generation of revenues the company fails.

Their Customers – because their products help customers fulfil their needs

Why choose a Sales career?

1. Opportunity to provide service to others.

2. The wide variety of sales jobs available.

3. The freedom of being on your own.4. The challenge of selling.5. The opportunity for advancement in

a company.6. The rewards from a sales career –

Financial & Non financial rewards.

Is a Sales career right for you?

What are my past accomplishments? What are my future goals? Do I want to have the responsibility

of sales? Do I mind travel? How much freedom do I want in the

job? Do I have the personality

characteristics for the job? Am I willing to transfer to another

city? Another State?

What traits does companies look for in their sales recruits? Mature & Intelligent. Handle themselves well under pressure. Good interpersonal skills. Well thought out career plan. Can discuss rationally. Friendly & pleasing personality. A clean, neat, appearance is must. Positive attitude. Willing to work hard. Ambitious. Interest in employer’s field of business.

Success in Selling

LoveOf

Selling

Service to Others

Use of Golden

Rule

Communication Ability

Characteristics of the person himself

Excels at Strategic Thinking

Sales Knowledg

e

Stamina for the Job

Success in Selling Contd...

S – Success begins with love – Find a job you love, you will never work again.

S – Service to others – Salespeople are dream makers! U – Use the Golden Rule – People like to buy, not be sold. C – Communication Ability – Verbal & Non Verbal

Communication. C – Characteristics for the job – Are you ready for the

job? E – Excels at Strategic Thinking – Strategic problem

solvers for the customers! S – Sales Knowledge – Expert on everything involved

with their products! S – Stamina for the Challenge – Physically, Mentally &

Spiritually ready to take on the job!

Personal Characteristics needed to Sell

Caring for customer

Joy in work

Harmony in

relationships

Patience in closing the

sale

Kind to people

Morally Ethical

Faithful to word

Fairness in the sale

Self-control in emotions

What does a Salesperson do?

1. Creates new customers.2. Sells more to the present customers.3. Builds long-term relationships with customers.4. Provides solutions to customers’ problems.5. Provides service to customers.6. Helps customers to Resell products to their

customers.7. Helps customers to use the products after

purchase.8. Builds goodwill with customers.9. Provides the company with the Market

Information.

The Future for Salespeople

Conceptual Skills Human Skills Technical Skills International & Global Selling

Cultural Fluency Language Fluency

Ethical & Professional Behaviour Customer Partnerships E-Selling

Thank You!!!

Grazie Gracias Domo Arigato Merci Danke Obrigado Mahalo शुक्रि�या