When you think of a salesperson, is this...
Transcript of When you think of a salesperson, is this...
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• Whenyouthinkofasalesperson,isthiswhoyouthinkof?
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• Printsalespeoplelookmorelikethis.Theyplayaveryimportantroleintheindustry.
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• Aprintsalespersonisresponsibleforseekingandacquiringcustomersandprin@ngjobsthatwillbeproducedbytheircompany.
• Youcan’thaveasuccessfulbusinesswithoutasuccessfulsalesstaff.
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• Anassociatesorbachelorsdegreeinsales,marke@ngorbusinessispreferred,butnotmandatory.
• Mosthighlysuccessfulsalespeopleareborn,notmade.
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• GoalDriven• Organized• Communicator
• PeoplePerson• Presentable• ThickSkinned• Persistent
• Intelligent• Knowledgeable• Communicator
• Friendly• HardWorking
• Goodlistener
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• Lazy• Unorganized• Shy• Notpresentable• NotAggressive• TooAggressive
• NotIntelligent• NoKnowledgeofProduct• Can’tCommunicate
• NotFriendly• Doesnotlisten
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• Callorvisitanynewpoten@alcustomers• Developcompanycontactsasa“WayIn”
• Givepresenta@onstopromoteyourcompaniesqualityandservice.
• Contactexis@ngcustomerswhomayhavenewworkthatneedstobeprinted.
• Follow‐upwithalljobstoensuresa@sfac@on.
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• Somesmallercompanieswillselltoacircularareaaroundtheirproduc@onfacilityandsalespeoplewillalsolookfornewmarketsinotherareas.
• Asthecompanygrows,thecirclegetslargerandtakesondifferentshapes.
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• Eachsalespersonisgivenasalesregion.
• Dividingregionsistoughbecausesomeareashavemorepoten@althanothers.
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• Sellingoutofyourproduc@onfacilityallowssalespeopletobeclosetotheircompaniesandtheirfamilies.Anordinarylifeispossible.
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• Largercompaniesdevelopsalesofficesinmajormetropolitanareas.Salespeopleworkingoutoftheseofficecandevelopsalesregionsaroundtheseoffices.
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• Sellingoutofsalesofficesallowssalespeopletobeclosetotheirhomesandfamilies,buttheylosemuchoftheconnec@onwiththemaincompanythattheyserve.Anordinaryfamilylifeiss@llpossible.
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• Whencompaniesarelookingfornewmarketstotapinto,theywillhiretravelingsalespeopletoreachouttonewareas.Thiscouldbeindifferentstatesoreveninterna@onally.
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• Travelingsalespeoplecanliveanywhere,butarerequiredtotravelwherevertheworktakesthem.
• Ifenoughworkislocatedinacertainarea,thenasalesofficecouldbeopenedthere.
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• Travelingsalespeoplehavetroublemaintainingaconnec@onwiththeirhomecompanyandalsotheirfamily.Maintaininganytypeofnormallifeisdifficult.Younger,singlesalespeopleenjoythistypeofselling.
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• Obviously,lifestylesvarygreatlybetweenhomeoffice,salesofficeandtravelingsalespeople,butsomelifestyletraitsarethesameforallsalespeople.
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• MaintainingafriendlyupbeataYtude• Mee@ngnewpeopleeveryday
• Dressingveryprofessionally• Drivinganicecar• WiningandDiningCustomers
• CellPhonesandvideochaYng
• Drivingorflyingalot
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• Companiesprefertopaysalespeopleonacommissionbasisinsteadofasalarybasis.
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• Asetannualamountpaidtoanemployeefordoinganagreeduponjob.
Advantages - Guaranteed annual income
- Stable pay checks
- Agreed upon work load
- Predictable annual payroll
Disadvantages - No incentive to work harder
- No chance for extra income
- Employer pays even non- performers
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• Payinganemployeeasetpercentageofthesalesthattheymake.
Advantages - Provides incentive to sell
- Chance for large income
- Company does not pay anything unless sales are made
Disadvantages - No guaranteed money
- No set workload or schedule
- Fluctuating pay checks
- High pressure and high stress
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• Commissionstructuresvary,butmostaresimilartothestructurebelow:
Year1: ½%onNetSales
Year2: 1%onNetSales
Year3: 1½%onNetSales
Year4: 2%onNetSales
Year5: 2½%onNetSales
Year6: 3%onNetSales(Maximum)
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• Companiesrarelyeverneedtofireasalespersonbecauseiftheyarenotsuccessfultheirdecliningincomewillforcethemtofindsomethingelse.
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• Salesisaveryemo@onalbusiness,becausemakingthesaleis@edtonotonlyyourprofessionalsuccess,butalsoyourlivelyhood.
• Successesandfailurescomeeverydayindifferentformsanditisimportantthatasalespersonfindswaystocopewithboth.
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• Companieswantsalespeopletofindnewcustomersandkeepthosecustomershappyandprovidingworkformanyyears.
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• Whenasalespersonleavesthecompany,hisorheraccountsbecomehouseaccountsandaregiventoanothersalesperson.Thatsalespersonusuallymustservicethoseaccountsforseveralyearsbeforetheycanearncommissiononanyworkthattheyprovide.
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• SellingworkandgeYngcustomersissoimportant,thatcompaniesarealwaysseekingskilled,successfulsalespeople.Compe@ngcompanieswillogentrytostealsalespeoplefromrivalcompanies.
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• MostcompaniesmaketheirsalespeoplesignaNo‐CompeteClause,whichprohibitsthemfromstealingthecompaniescustomersinordertogotoacompe@torwhooffersthemhighercommissionratesandmorebenefits.
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• GobackthroughtheslidesandEvaluateifsalesisforyou,basedonthesecriteria:
‐ YourPersonality‐ Yourskillsandabili@es‐ Yourworkethic‐ ThePaystructure‐ TheLifestyle
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• Writedownallofyourreasonswhyorwhynotsalesisforyoubasedonthepreviouscriteria.Presentthisinforma@ontotheclassanddiscussit.Wewillalllearnfromeachother.
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• Youwillbeexpectedtoknowandusethisinforma@oninthefuture.