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SAlES representation

Learn about professional relationships, time management, business mathematics, and crucial aspects of sales representation in the workforce. Detailed course modules include self-assessment, key resources, and training processes.

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SAlES representation

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  1. ANDREW ZIELINSKI, MBA SAlES representation www.accrongroup.com/fengyesalesrep/

  2. About Me – andrewz12@yahoo.com About You Breaks – Frequency and Timing Location of Bathrooms Phones and Personal Life During Class Assignments and Web Site Grading in the Pass/Fail Model housekeeping

  3. Seven Modules What is a Sales Representative? Professional Relationships Time Management Business Mathematics Sales Representation Sales Prospecting Entering the Work Force COURSE OVERVIEW

  4. Housekeeping Introductions Key Concepts and Word List Course Overview Start Module 1: Looking at Our Self as Entrepreneur – The Sales Trade and Training Process Key Resources Homework TODAY’S CLASS

  5. Attendance Sheet • Washrooms • Breaks (+/-10:30 and +/- 2:00) • Lunch (noon - 1/2 hour to end at 3:30pm) • Structure • Start & End Times • Must come to all classes for the whole time • # of Classes, Assignments, Evaluations • MUST bring laptop or reliable tablet to class • Don’t bring you kids to class. Sorry, no exceptions • You are expected to keep up with the work, even if you are absent from class. All info is online, on the class web site HoUSEKEEPING

  6. About Me • Graduated Concordia University – BA PoliSci • Universite de Montreal – Law Studies • Senior Management – High Tech, in Montreal • Consulting in High Tech – Montreal and San Jose, CA • Cisco Systems – Web Content Management, Product Marketing, Business Development, Technology Partnerships • Lucas Graduate School of Management (SJSU) – MBA (Start-Ups and Management) • Owner, Accron Group, LLC – SMB Consulting and Retail Operations Management. Owner operator of Willow Glen Coffee Roasting Company (San Jose, CA) • Teacher – Starting a Business, Sales Representation Email: • andrewz12@yahoo.com INTRODUCTIONS

  7. ACTIVITY 1.1 About You • Pick a partner • Interview each other. Tell each other • Your Name • Past employment experience • Where you are from • Amount of time in Montreal • Reasons for taking this class • One or two interesting facts or accomplishments about yourself • Introduce your partner to the class INTRODUCTIONS

  8. Activity 1.2 Self-Evaluation Quick Skills and Resources Inventory • Skills • List your personal and professional accomplishments • List the characteristics that you have which are relevant to starting and managing your business • Time • Starting a Business takes all your time. How will you manage the time required for the rest of your life? • What if you get sick? Who will run your business for you? • If you have family emergencies, how will your business continue to run when you need to be away? • Terminology • Review the two videos on the first page of this presentation and write down and words or expressions that are not familiar to you • Write them down and save your document as “Activity 1.2” in your Google Drive folder Key conceptS and word list

  9. ACTIVITY 1.2 (Continued) Personal Skills Inventory • With your partner, discuss how you achieved the accomplishments you previously listed • Write down the Personal and Professional Skills that were required for you to succeed • Save these answers to your Activity 1.2 document as well • Remember to upload your Activity 1.2 assignment to your Google Drive folder under Module 1 SKILLS INVENTORY

  10. MODULE 1 The World of Sales The Training Process Types of Sales Representatives Your Internship TODAY’S CLASS Rory Sutherland Cameron Herald

  11. The Job Market • Types of Representation • Work Environments • Type of Companies • Type of Products • Job prospects • Compensation • Opportunities for Advancement • Hiring Requirements • Identifying: • skills needed • aptitudes • attitudes • knowledge The training process

  12. Transactional • Simply wait for the transaction to make a sale • AKA - order-takers - because they passively sit by waiting for the sale to come to them • Must rely on being in the right place at the right time to get the sale • Better off working in a retail environment where the primary job of the salesperson is to help the buyer find the product she is already looking for and then • Relational • The relational salesperson thrives off of the customer-salesperson relationship. • This type of salesperson is good at quickly building rapport with the customer and often gets sales because the buyer likes her enough that she becomes the deciding factor in the sales process. • These salespeople also establish the long-term relationship with a customer that brings the customer back around for repeat business. • These types of salespeople tend to excel in industries like advertising or any type of sales where established accounts selling is important. • ring it up Types of sales representatives

  13. Relational • Thrives on the customer-salesperson relationship • Adept at quickly building rapport with the customer • Often gets sales because the buyer likes them enough that they become the deciding factor in the sales process • They also establish the long-term relationship with a customer that brings the customer back around for repeat business • Tend to excel in industries like advertising or any type of sales where established accounts selling is important Types of sales representatives

  14. Technical Sales Reps • Required to have specific knowledge and background upon entry into the job market • Sell technical goods, services, solutions • Example: Medical background for sales in a pharmaceutical company • Example: Engineering background for sales in airplane parts Any particular training or knowledge?

  15. Sales Reps in the Retail Trade • Experienced and non experienced sales servicing the public directly in a store • Example: Furniture sales at Leon's • Example: Clothing sales at Le Chateau Any particular training or knowledge?

  16. Sales Reps in the Wholesale Trade • Experience or non-experienced sales selling goods and services to retail, wholesale, commercial, industrial, professional, and other customers within a specified territory or clientele. • Example: Auto parts sales • Example: Paper products sales rep Any particular training or knowledge?

  17. Sales representatives, wholesale trade (non-technical), sell non-technical goods and services to retail, wholesale, commercial, industrial, professional and other clients domestically and internationally Examples • Food products sales representative • Freight sales agent • Graphic design sales representative • Hotel accommodations sales executive • Beverage sales representative • Magazine sales representative • Oil distributor • Periodicals sales representative • Security services sales consultant • Supervisor, wholesale trade representatives • Automobile Parts sales Representative Can you name a few more occupational titles that you may know or you might know someone who is working in one? Type of work

  18. Sales Representative • Salesperson • Sales Agent • Commercial Agent • Manufacturer's Agent • Business Consultant • Broker • Account Representative • Sales Representative • Account Manager • District Manager • Key Account Manager • Commercial Attach • Account Executive Can you think of a few more? You will also find sales jobs as…

  19. Now, you do it! ACTIVITY 1.1 Understanding the Role of Sales Representation • Go to: http://www.servicecanada.gc.ca/eng/qc/job_futures/statistics/6411.shtml • Discuss the Outlook, Growth, and Sources of employment as a sales representative in Quebec • Describe income expectations, average education level, and areas in which sales representation jobs will likely be available

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