The Power of Selling

1. The Power of Selling

2. Chapter 2 The Power to Choose Your Path: Careers in Sales

3. Video Case • The video, What it Takes to be Successful in Sales, features Paul Blake, vice president of Sales at Greater Media Philadelphia • In the video he shares his thoughts on what it takes to be a great salesperson and what he looks for when he’s hiring new salespeople

4. Video Ride-along Discussion Questions • Is there any difference between a “good” salesperson and a “great” salesperson? Discuss. • As a customer, recall a purchase situation where the selling approach adopted by the salesperson was excellent, which made the buying experience ineffable. List a few traits of this salesperson.

5. Chapter Objectives • Discuss the characteristics required to be successful in a career in sales. • Understand what you can expect from a career in sales. • Understand the different types of selling channels and selling environments. • Learn how to position your education and experience to create a resume and cover letter to get the job you want.

6. Traits Required for a Successful Career in Sales • Character and the ability to build trust • Ability to connect • Listening skills • Ability to ask the right questions • Willingness to learn • Drive to succeed

7. Traits Required for a Successful Career in Sales • Resilience and a positive attitude • Willingness to take risks • Ability to ask for an order • Independence and discipline • Flexibility • Passion

8. Career in Sales • The role of a salesperson – To create value • If you are considering investing your career in the selling profession, know what’s in it for you (WII-FM) • On any given day, a salesperson might work on multiple activities • Sales is a “pay-for-performance” profession Item number: 77005422

9. Types of Selling Channels sells washers and dryers B2C B2B Item number: 77006563

10. Figure 2.12 - Business-to-Business Versus Business-to-Consumer Selling Characteristics Insert Figure

11. Types of B2B and B2C Selling • Transactional selling: Efficiently matches the customer’s needs in an operational manner and no personal relationship is formed • Occurs in both B2B and B2C situations • Consultative selling: There is long-term or ongoing relationship between the seller and the buyer, and the salesperson provides ideas or solutions to the customer based on customer needs • Occurs in both B2B and B2C situations

12. Types of B2B and B2C Selling • Adaptive selling: A salesperson adapts or changes behavior during a customer communication to positively impact the outcome • Occurs in both B2B and B2C situations • Strategic alliance: Buyers and sellers working together to create opportunities for both companies that wouldn’t exist without the relationship • Occurs in B2B situations

13. Types of B2B and B2C Selling • The video Transactional Versus Relational Salesfeatures a consultant from Rockstar Consulting - a personal development company, that provides business and life coaching, sales training, and skill-development services • The speaker in the video discusses two different styles of selling - transactional selling and relational selling Source: rockstar-consulting.com

14. Types of B2B and B2C Selling • Can you list a few pros and cons of transactional and relational selling apart from the ones discussed in the video? • Which category would most of the salespeople you come across in daily purchase situations fall under - transactional selling or relational selling?

15. Types of Selling Positions • Inside salesperson: A salesperson who performs selling functions such as providing information, taking orders, and following up using communication methods such as telephone, e-mail, text, or fax, but does not actually meet with the customer face-to-face • Outside salesperson: A salesperson who meets face-to-face with customers and performs a variety of sales functions

16. Table 2.1 - Types of B2B and B2C Sales Positions Insert Table

17. Direct Selling • The sale of a consumer product or service away from a fixed retail location

18. Direct Selling • Independent business owners (IBO) • A direct sales person who distributes a company’s products or services and earns income based on the sales • Multilevel marketing (MLM) • A selling system in which independent business owners invite other people to become IBOs and earn incentives based on their sales of the product or service • Pyramid schemes • A process that involves the exchange of money simply for recruiting people to participate in a multi-level selling business without the benefits of sales • This business practice is not sustainable and is illegal in many states

19. Types of Selling Environment • Learn about the current trends in direct selling • The video showcases the growth of direct marketing which provides secondary income to most of its consultants while also providing a sense of job security

20. Other Selling Environments • Entrepreneurial selling • A business started by an individual • Being an entrepreneur can be exhilarating, invigorating, exciting, challenging, time-consuming, and frustrating • Global selling • Selling in countries outside the U.S. • Presents additional levels of challenges including cultural, political, legal, demographic, and economic

21. Other Selling Environments • Non-profit selling • Fund-raising and the development of endowments are the lifeblood of non-profit organizations • Selling is the engine of non-profit organizations

22. Selling U

23. Five Steps for a Resume That Stands Out • Step 1: Define your three brand points that make you unique and provide value to a prospective employer • Step 2: Choose your resume format and font • Step 3: Choose your headings and put the most important ones first • Step 4: Write your bullet points • Step 5: Review, check spelling, proofread, repeat

24. Resume Formatting • See how easy it is to format your resume using a table in Word • The video demonstrates how to make a resume very professional and very easy for the reader to see what makes you special • The sample used here is Rakeem S. Bateman’s resume; it appears in the Selling U section of this chapter (Figure 2.8 - Standard Resume Incorporating Effective Headings) Source: Flat World Knowledge

25. Three Steps for a Cover Letter That Gets Noticed Start with your three brand points Understand the elements of a cover letter Write your cover letter

26. Figure 2.6 - Standard Resume

27. Figure 2.6 - Standard Resume

28. Figure 2.6 - Standard Resume

29. Figure 2.7 - Standard Resume Incorporating Brand Points

30. Figure 2.7 - Standard Resume Incorporating Brand Points

31. Figure 2.7 - Standard Resume Incorporating Brand Points

32. Figure 2.9 - Effective Cover Letter

33. Figure 2.9 - Effective Cover Letter

34. Figure 2.9 - Effective Cover Letter

35. Figure 2.10 - Elements of a Cover Letter

36. Figure 2.10 - Elements of a Cover Letter

37. Figure 2.10 - Elements of a Cover Letter

38. Figure 2.10 - Elements of a Cover Letter

39. Figure 2.11 - Sample Cover Letter

40. Figure 2.11 - Sample Cover Letter

41. Figure 2.12 - Sample Resume

42. Figure 2.12 - Sample Resume

43. Figure 2.12 - Sample Resume

44. Summary A good salesperson does more than sell; he builds a relationship and trust with the customer and offers solutions Companies sell to customers in business-to-business (B2B) or business-to-consumer (B2C) channels Your resume and cover letter are your “advertising” for your personal brand