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CHAPTER 1CHAPTER 1

PERSONALSELLING-INTRODUCTION

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HOW DO YOU VIEW SALESPEOPLE?HOW DO YOU VIEW SALESPEOPLE?

Some people have a negative view ofalepeople!

"hat i #o$% view of alepeople&

'ow man# of #o$ have a view point thati( Poitive&

( Negative&

( No opinion&'ow man# of #o$ inte%ete)

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What is selling?What is selling?

Selling i the p%o+e of )i+ove%ing nee)an) atif#ing them!

Pe%onal elling in+l$)e( Pe%onal +omm$ni+ation of info%mation

( Pe%$aion

( 'elping othe% Goo)

Se%vi+e I)ea

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Definition of pesonal sellingDefinition of pesonal selling

A pe%on to pe%on p%o+e that p%omotethe e+hange of goo). e%vi+e. o% i)ea

fo% the p$%poe of ma/ing ale an)0$il)ing +$tome% %elationhipPe%onal +omm$ni+ation of info%mation to

0$# omething a goo). a e%vi+e. an

i)ea. o% omething ele that atifiethat in)ivi)$al2 nee)

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EVERYBODY SELLS!!EVERYBODY SELLS!!

Ea+h of $ )evelop +omm$ni+ationte+hni4$e fo% t%#ing to get o$% wa# in life

5o$ a%e involve) in elling when #o$ want

omeone to )o omething

5o$ $e pe%$aion /ill to pe%$a)e

omeone to a+t

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MAJOR REASONS FOR CHOOSINGMAJOR REASONS FOR CHOOSING

A SALES CAREER A SALES CAREER 

Se%vi+e to othe%7a%iet# of ale 8o0

9%ee)omChallengeA)van+ement

Rewa%)

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A.SERVICE : HELPING OTHERSA.SERVICE : HELPING OTHERS

Se%vi+e %efe% to ma/ing a +ont%i0$tion tothe welfa%e of othe%

"hat +o$l) a pe%on 0e ol) that wo$l)help the in)ivi)$al;famil#&

Ca%'o$e

9oo)<e)i+ineLaptop

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B.VARIETY OF SALES JOBSB.VARIETY OF SALES JOBS SELLING IN RETAIL

( Retail alepe%on ell goo) o% e%vi+e to +on$me%fo% thei% pe%onal. non-0$ine $e

( The%e +ommon t#pe of %etail elle% > in to%ealepe%on. )i%e+t elle% who ell fa+e to fa+e awa#f%om a fie) lo+ation an) telephone alepe%on!

SELLING FOR A WHOLESALER 

( "holeale% 0$# p%o)$+t f%om man$fa+t$%e% an)wholeale% an) ell to othe% o%gani?ation

( A wholeale alepe%on ell p%o)$+t to pa%tie fo% >%eale. $e in p%o)$+ing othe% goo) o% e%vi+e an)ope%ating an o%gani?ation!

( 9i%m engage) in wholealing a%e +alle) wholealingmi))lemen! The# va%# g%eatl#

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TYPES O! SALES "O#

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SELLING FOR A MANUFACTURER ( "o%/ing fo% a fi%m who a%e man$fa+t$%e% of the p%o)$+t

6 main t#pe of man$fa+t$%e% ale poition>( Account "#nt$t%& +all on a la%ge n$m0e% of al%ea)#

eta0lihe) +$tome%

( Dt$%' #$'#"#on +on+ent%ate on pe%fo%ming p%omotionala+tivitie an) int%o)$+ing new p%o)$+t %athe% than )i%e+tl#oli+iting o%)e%

( S$'# n(%n ell p%o)$+t that +all fo% te+hni+al /now how!

( In)u#t%$' "o)uct #$'#"#on non te+hni+alB ell tangi0lep%o)$+t to in)$t%ial 0$#e%!

( S&%c #$'#"#on ell intangi0le p%o)$+t $+h afinan+ial e%vi+e. a)ve%tiing. o% +omp$te% %epai% e%vi+e!

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O) T$* VS. O) GttO) T$* VS. O) Gtt

O%)e% Ta/e% The alepe%on a/ whatthe +$tome% want o% wait fo% +$tome%to o%)e%!

O%)e% Gette% The alepe%on get new%epeat 0$ine $ing +%eative alet%ateg# an) well ee+$te) ale

p%eentation!

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C. FREEDOM OF BEING THEIR OWN.C. FREEDOM OF BEING THEIR OWN.5o$2%e on #o$% own with ve%# little )i%e+t

$pe%viion!

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D. CHALLENGE OF SELLINGD. CHALLENGE OF SELLINGThe 8o0 +hallenge i alwa# the%e whi+h

mean g%eat %eponi0ilit#! Salepeopleoften )eal with va%iet# of people an) fi%move% time!

E. OPPORTUNITY FOR ADVANCEMENTE. OPPORTUNITY FOR ADVANCEMENT

Some +ompanie p%omote alepeople tomanage%ial poition ve%# 4$i+/l#! 9o%mot +ompanie the path to a ale

management poition 0egin with anent% level oition!

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F.R+$)#F.R+$)#

Non-finan+ialInt%ini+ %ewa%)B( 9eeling of elf-wo%th an) a++omplihment

( Reali?ation that the 8o0 i impo%tant

9inan+ial

( The oppo%t$nit# to lea%n la%ge ala%ie( Rewa%)e) on 0ai of pe%fo%man+e not ten$%e

( Compa%ativel# la%ge 0eginning ala%ie

( Ove%all. ala%ie fo% fiel) ale pe%onnel have

0een moving %api)l# $pwa%)

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CHARACTERISTICS OF SUCCESSFUL SALESPERSONCHARACTERISTICS OF SUCCESSFUL SALESPERSON

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C$%n( ,o cu#to-#  A t%$e alepe%on +a%e fo% thei% +$tome% nee) an) t%ie t

olve thoe nee) Jo %n /'"%n(

  Th%o$gh +a%ing +ome the 8o# of helping othe%! C$tome% +an%e+ogni?e when a pe%on +lea%l# +a%e!

H$-on %n '$t%on#/%"

  The +a%ing attit$)e help to +%eate ha%mon# in the %elationhip0etween alepe%on an) +$tome%! Salepe%on nee) to havethe pe%onal +ha%a+te%iti+ that allow them to pla+e the +$tome%fi%t!

P$t%nc $n) *%n)  Salepe%on nee) to 0e a0le han)le p%e$%e of elling 0#

)emont%ating patien+e in the wo%/ing %elationhip with the+$tome%

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CHARACTERISTICS OF SUCCESSFULCHARACTERISTICS OF SUCCESSFUL

SALESPERSONSALESPERSON

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CHARACTERISTICS OF SUCCESSFULCHARACTERISTICS OF SUCCESSFUL

SALESPERSONSALESPERSON

Mo$' t/%c#  Ethi+al alepe%on will 0e %epe+te) an) t%$te) 0# eve%#one! Thi

+ha%a+te%iti+ i ve%# impo%tant to 0$il) long lating %elationhip with+$tome%!

F$%t/,u' to +o)

  The alepe%on will pen) the time ne+ea%# to help. not 8$t ma/e

the ale an) neve% 0e hea%) f%om again $ntil the net ale +all! F$%n## %n #$'

  The alepe%on have to negotiate fai%l# an) t%ive fo% win-winit$ation!

S', conto' %n -ot%on#

  Self +ont%ol +on+e%n emotion. paion an) )ei%e! It %efe% to the

nee)e) )i+ipline to %ie ea%l#. wo%/ late . an) p%epa%e fo% the net )a#in the evening

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WHAT DOES A SALESPERSON DO0WHAT DOES A SALESPERSON DO0 CREATES NEW CUSTOMERS

  Salepe%on lo+ate people an) ;o% o%gani?ation that have the potentialto 0$# thei% p%o)$+t in o%)e% to in+%eae ale an) %epla+e +$tome%that will 0e lot ove%time!

SELLS MORE TO PRESENT CUSTOMERS

  The# /e# to get the +$%%ent +$tome% to 0$# %epeate)l# i to atif#

them

BUILDS LONG1TERM RELATIONSHIP WITH CUSTOMERS

  Ea%ning the oppo%t$nit# to ell a p%eent +$tome% mo%e p%o)$+tmean the alepe%on m$t have a p%ofeional %elationhip with peoplean) o%gani?ation!

 

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PROVIDES SOLUTIONS TO CUSTOMER2S PROBLEMS  Salepeople how how p%o0lem +an 0e olve) th%o$gh

the p$%+hae of +e%tain p%o)$+t an) e%vi+e PROVIDES SERVICE TO CUSTOMERS

  #uc/ $#

(   /$n)'%n( co-"'$%nt#(   tun%n( )$-$() -c/$n)%#

(   "o&%)%n( #$-"'#

(   #u((#t%n( 3u#%n## o""otun%t%#

(   co--n)%n( "o-ot%on$' tc/n%4u#

(   +o*%n( $t t/ cu#to-2# 3u#%n##

(   %n #to )-on#t$t%on#

(   $cco-"$n )%#t%3uto2

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WHAT DOES A SALESPERSON DO0WHAT DOES A SALESPERSON DO0

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'ELPS CUSTO<ERS RESELL T'E PRODUCTS TO T'EIRCUSTO<ERS

'ELPS CUSTO<ERS USE PRODUCTS A9TER PURC'ASE

UILDS GOOD"ILL "IT' CUSTO<ERS

PRO7IDES CO<PAN5 "IT' <ARFET IN9OR<ATION

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THE FUTURE OF SALESPEOPLE: S5ILLSTHE FUTURE OF SALESPEOPLE: S5ILLS

RE6UIREDRE6UIRED

LEARNING CONCEPTUAL SFILLS( Eample> planning

LEARNING 'U<AN SFILLSEample> wo%/ing with +$tome%

LEARNING TEC'NICAL SFILLS( Eample > elling /ill

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