Post on 29-Dec-2015
• What Is Selling?• Personal Selling Today
• A New Definition of Personal Selling• The Golden Rule of Personal Selling
• Everybody Sells!• What Salespeople Are Paid to Do• Why Choose a Sales Career?• Is a Sales Career Right for You?
What is selling?
One of Marketing componentsPersonal Communication ……To persuadeHelping others Communication_____Discussion
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Salesperson Differences
Traditional Salesperson
Professional Salesperson
Golden Rule Salesperson
Guided by self-interests
Takes care of customers
Others interests most important
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How Do You Sell Someone and Remain Friends?Salespeople need to close sales and at the same
time maintain great relationships with their customers.
What does this require?That is what you will learn in this course.
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Service: Helping Others
When asked what she would look for in a career after graduating from college, a student of your author, Jackie Pastrano, said, “I’d like to do something that helps other people.”
Service refers to making a contribution to the welfare of others. Would you like to help others?
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Success in Selling–What Does it Take? Exhibit 1-8: Love of Selling Is At Heart of Helping Others
(Ssuccess)
S
S
EC
C
US
SsuccessS
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Do Success Characteristics Describe You? Connect the DotsThe following puzzle illustrates how you
can be held back from breaking through.The challenge is to connect all nine dots
with four straight lines, without lifting your pencil from the paper – try it!
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Relationship Selling
Non-adversarial Non-manipulative Consultative Partner-oriented Problem-solving Goal: long-term
relationships
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Four Main Elements in the Customer Relationship ProcessAnalyze needsPresent product BenefitsGain CommitmentService
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What Does a Professional Salesperson Do?Creates new customersSells more to present customersBuilds long-term relationships with
cutomersProvides solutions to customer’s
problemsProvides service to customersHelps customers resell products to their
customersHelps customers use products after
purchaseBuilds goodwill with customersProvides company with market
information