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‡ What is selling?
‡ Why choose a sales career?
‡ Is a sales career right for you?
‡ Success in selling«what does it take?
‡ Relationship selling
‡ Sales jobs are different
‡ What does a professional salesperson do?
‡ Relationship Marketing
‡ Building Relationships through the Sales
Process

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‡ Selling is just one of many marketing
components
‡ Personal selling:
± Personal communication
± Persuasive
± Need fulfillment
‡ Goods
‡ Services & ideas
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‡ You are involved in selling when you

want someone to do something.

‡ You use personal persuasion skills to

persuade someone to act.

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Selling in Retail
Úà retail salesperson sells goods or services to consumers for
personal, non-business use.

ÚFor example, you sell shoes at Nike Store

Selling as a Direct Seller

ÚFace-to-face (or telephone) sales to consumers who use the
products for their personal use.
ÚFor example, you sell àvon cosmetics through calling on
friends, colleagues & family.
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ÚFor resale
ÚFor use in producing other goods
ÚFor use within an organization
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ÚWorks for the firm who manufactures the product

Ú Considered to be one of the more prestigious
jobs to hold
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‡ There are a wide variety of sales jobs
available
‡ The freedom of being on your own
‡ The opportunity for advancement in a
company
‡ The rewards from a sales
career can be substantial

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ÚIntrinsic reward of knowing you¶ve skillfully
delivered a sales presentation
ÚQuicker path to managing large amounts of
responsibility
ÚDifferent kinds of incentives e.g. trips, gifts
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ÚJigher average than that of other workers at the
same level within the organization
ÚBased upon performance
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‡ What are your past accomplishments?

‡ What are your goals?
‡ Do you want to have the responsibilities of a
sales job?
‡ Do you mind travel? Jow much?
‡ Jow much freedom do you want in a job?
‡ Do you have the personality characteristics to
succeed?

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m :
1. Love of the job
2. Willingness to work hard
3. Determination to achieve
4. Optimistic outlook, If so, you start with an in-
built advantage.
5. Knowledge of the job
6. àctive listening
7. Service-orientation
8. Physical & mental preparation

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P=Presentation with Confidence
E= Empathy in meeting and greeting
strangers
R= Resilience in handling rejection
S= Sincerity
O= Open Questions
N= Normally overcoming objections
à= ànswering questions honestly
L= Looking for buying signals
 
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S = selection of the product & service
K = Knowledge of products
I = Integrity
L = Listening skills
L = Leading to close
S = Selling up and selling on
 


 

Goal: long-term relationship

Non-adversarial
Non-manipulative
Consultative
Partnering
Problem-solving

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‡ Creates new customers
‡ Sells more to present customers
‡ Builds long-term relationships with customers
‡ Provides solutions to customers¶ problems
‡ Provides service to customers
‡ Jelps customers resell products to their
customers
‡ Jelps customers use products after purchase
‡ Builds goodwill with customers
‡ Provides company with market information
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Sales people work hard in becoming
experts on their products«

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Creating customers for tomorrow
‡ Customer loyalty
‡ Committed relationships

Levels of Relationship Marketing

‡ Transactional selling
‡ Relationship selling
‡ Partnering

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ÚPersonal freedom ÚFinancial rewards

ÚJob availability ÚNon-financial rewards
ÚThe challenge ÚOpportunities for success
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ÚTraining
Úàpplying knowledge
ÚDeveloping skills
ÚWorking hard
ÚWanting to succeed
ÚMaintaining a positive outlook
ÚEffective time management

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Retailers normally see the role of sales
people as:
X Meeting, Greeting, & Concluding sales
with customers who are so satisfied that
they want to return in the future.

This objective can be best achieved by:

X Selling yourself
X Selling the company
X Selling the product.
 
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‡ Define & explain selling
‡ Explain why everyone sells, even you
‡ Discuss reasons people choose a sales career
‡ Identify types of sales jobs & responsibilities
‡ Define characteristics needed for success in
sales
‡ Understand the rewards of a sales career
‡ Explain 10-step sales process
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