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Personal Selling Opportunities in the Age of Information

Selling Today. 2. Personal Selling Opportunities in the Age of Information. Personal Selling in the Age of Information. One can add value to information by: Collecting it Organizing it Clarifying it Presenting it in a convincing manner Selling skills are transferable skills.

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Personal Selling Opportunities in the Age of Information

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  1. Selling Today 2 Personal Selling Opportunities in the Age of Information

  2. Personal Selling inthe Age of Information One can add value to information by: • Collecting it • Organizing it • Clarifying it • Presenting it in a convincing manner Selling skills are transferable skills

  3. Knowledge Workers Benefitfrom Personal Selling Skills • Customer service representatives (CSR) • Professionals • Entrepreneurs • Managerial personnel

  4. Your Future in Personal Selling “Students tend to view salesas dynamic and active butbelieve a selling careerrequires them to engage indeceitful or dishonestpractices.” • These are OLD stereotypes • Ethical sales practices arethe key to success

  5. Sales Is Pervasive • 500 largest sales forces in America employ 17.5 million salespeople • These companies will seek to recruit 500,000 college graduates • The number of sales positions is increasing in industrialized countries • Hundreds of selling career options to match individual interests, talents, and ambitions • Most occupations involve some form of selling

  6. Large U.S. Sales Forces 2.1 TABLE

  7. Account executive Account representative Sales account manager Relationship manager District representative Sales consultant Client development manager Sales associate Marketing representative Territory manager Sales Titles Vary

  8. How Salespeople Spend an Average 46-Hour Work Week 2.1 FIGURE

  9. Rewards of Selling Careers • Above-average income • Above-average “psychic” income • Opportunity for advancement • Opportunities for women and minorities

  10. Executive and Sales Force Compensation 2.2 TABLE

  11. Women and Minorities • Growing opportunities for both women and minorities • More women are turning to sales as a career • Companies recognizea need for a more diverse sales force

  12. Employment Settingsin Selling Today • Selling a service • Selling for a retailer • Selling for a wholesaler • Selling for a manufacturer

  13. Financial services Radio, television, and Internet advertising Newspaper advertising Hotel, motel, and convention center services Real estate Insurance Banking Business services Selling a Service

  14. Selling a Service See theWebsite

  15. Special Case:Radio Advertising Sales • More than 10,000 radio stations in the United States • Work with local, regional, and national accounts • Local and national training,certification • In medium markets,compensation canreach $100,000+ See the Website

  16. Automobiles Musical instruments Photographic equipment Fashion apparel Major appliances Recreational vehicles Television and radio receivers Furniture/decorating supplies Tires and related accessories Computers Retail Selling Product categories like these usually require a high degree of personal selling

  17. Inside salesperson Relies heavily on phone orders More office-based Internet often used for support Inside sales growing in popularity as a cost-saving move Outside salesperson On-the-road Duties vary Often must be familiar with many products Must know details of customer’s operation Serves as consultant to the customer Wholesale Selling

  18. Field salesperson Gains new customers Increases sales for existing customers Detail salesperson Assists clients with marketing, collects data Not compensated on amount sold Sales engineer Knows technical details Must identify, analyze, solve customer problems Inside salesperson Takes orders Supports field staff Manufacturer Selling

  19. Telemarketing Sales Channel Telemarketing: a channel in which the sales process is conducted by telephone • Serves two purposes: sales and service • Inside sales, backup for outside sales • Sometimes used to maintain contact with smaller customers • Also used to find and qualify prospects

  20. Learning How to Sell “The principles of selling can be learned and applied by people whose personal characteristics are quite different.”

  21. Four Sources of Sales Training • Corporate-sponsored training • Training provided by commercial vendors • Certification programs • College and university courses

  22. Corporate-sponsored Training • Many firms have established programs • Millions are spent in training each year • Salespeople among the most intensively trained employees • Training for consultative selling may be a few months to a year • Some Web-based training used

  23. Commercial Vendor:Huthwaite’s SPIN Selling See the Website

  24. Commercial Vendor:Acclivus Corporation See the Website

  25. Certificate Programs: The Certified Medical Representative See the Website

  26. University Courses:A Sales Training Facility Courtesy: Nicholls State University

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