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Professional Sales

Professional Sales. An Introduction. Sales Promotions. Personal Selling. Advertising. Direct Marketing. Public Relations. Traditional Marketing Mix. Product. Price. Promotion. Distribution. Individual Introductions. Name Where you are from

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Professional Sales

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  1. Professional Sales An Introduction

  2. Sales Promotions Personal Selling Advertising Direct Marketing Public Relations Traditional Marketing Mix Product Price Promotion Distribution

  3. Individual Introductions • Name • Where you are from • Something that will make me remember you,… • Professional Sales/Selling to me is,……

  4. Word Association,….. Provide both positive and negative words and impressions of the term “salesperson”

  5. Why are there these perceptions?

  6. What is Professional Selling? • Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties

  7. Selling,….. • Selling has been around since there were goods to trade. • The role of the salesperson has evolved . . . becoming more professional and structured. • Salespeople play an important role in creating and maintaining a strong economy. • Salespeople are solution providers (Advisors). • Sales is a process focusingon initiating, developing, and enhancing customer relationships.

  8. Peddlers selling door to door . . . served as intermediaries Selling function became more structured 1800s 1900s 2000s IndustrialRevolution Post-IndustrialRevolution War andDepression ModernEra Business organizations employed salespeople Selling function became more professional Evolution of Personal Selling As we begin the 21st century, selling continues to develop, becoming more professional and more relational

  9. Effective Selling in a HighlyCompetitive Selling Environment • Salespeople must do their homework and prepare before meeting with prospects • Study the market • Study the prospects’ needs • Put the customer first • Engage in continuous learning and professional development

  10. Salespeople help stimulate the economy Salespeople help with the diffusion of innovation Contributions of Personal Selling: Salespeople and Society

  11. Salespeople generate revenue Salespeople provide market research and customer feedback Salespeople become future leaders in the organization Contributions of Personal Selling: Salespeople and the Employing Firm

  12. Contributions of Personal Selling: Salespeople and the Customer • Salespeople provide solutions to problems • Salespeople provide expertise and serve as information resources • Salespeople serve as advocates for the customer when dealing with the selling organization

  13. Understanding the Customer • To motivate the prospect to buy or consider a product or service salespeople must: • Understand how their prospect’s mind works (a customer behaviour approach) • Be able to uncover the prospect’s hidden needs or wants

  14. Let’s Discuss! What would you do? Ethical Dilemma - Page 14 of your text

  15. Short term thinking Making the sale has priority over most other considerations Interaction between buyer and seller is competitive Salesperson is self-interest oriented Long term thinking Developing the relationship takes priority over getting the sale Interaction between buyer and seller is collaborative. Salesperson is customer-oriented Transaction-Focused vs. Relationship Focused Transaction-Focused Relationship-Focused

  16. Building Relationships • Satisfied customers repeat their purchases because they are satisfied with the value of the relationship • Taking care of existing customers reduces sales cycle time and increases efficiency. • What does this mean?

  17. Foundations of Relationships in Marketing and Sales • Trust • Commitment • Perceived value • Perceived quality of service and interactions • Customer satisfaction - exceeding/meeting customer expectations • Long time horizon

  18. The Sales Process - Overview

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