Chapter 2

Career Opportunities in Selling Today

LEARNING OBJECTIVES Discuss rewards of selling careers Describe opportunities for women and

minorities Discuss selling characteristics in service,

retailing, wholesaling, and manufacturing settings

Identify emerging career opportunities in selling

Discuss selling as an auxiliary activity Identify major sources of sales training

FIGURE 2.1: SALESPEOPLE SPEND TIME...

5.6

13.98.5

11.5

7

Hours Worked - 46.5 Hour Workweek

Service calls (5.6)

Face-to-face selling(13.9)

Waiting/traveling (8.5)

Administrative tasks(7)

TelephoneSales (11.5)

REWARDS OF SELLING CAREERS

High income possibilities Psychic income Opportunity for advancement Job security Job mobility Opportunities for women Opportunities for minorities Preparation for owning own business

EMPLOYMENT SETTINGS IN SELLING

Selling a service financial services radio and television newspaper advertising hotel, motel, and convention services real estate insurance banking business services

EMPLOYMENT SETTINGS IN SELLING

Service Selling for a retailer

automobiles and recreational vehicles musical instruments photographic equipment fashion apparel major appliances television and radio receivers furniture/decorating supplies microcomputers

EMPLOYMENT SETTINGS IN SELLING

Service Retailer Selling for a wholesaler

inside salesperson outside salesperson

EMPLOYMENT SETTINGS IN SELLING

Service Retailer Wholesaler Selling for a manufacturer

field salesperson sales engineer detail salesperson