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Saeed Ur Rehman

Careers in Professional Selling and Sales Management

Careers in Professional Selling and Sales Management


Sales is an excellent career choice for an aspiring marketer

At the forefront of a firms competitive effort, sales management acts as stepping stone to other type of managerial positions
A first level sales manager has several options Advance to the next level in the sales organization Move to higher position in another part of marketing organization

To enter a general management position

Careers in Professional Selling and Sales Management


The essential point is that selling & sales management experience prepare a person for advancement in many areas ALAN SCHONBERG, President of Sales Consultants International

I have always felt that a sales career is the most success oriented career in our business structure. The ability to sell, coupled with drive, attitude and expectations, can lead almost anywhere an individual wants to go

Careers in Professional Selling and Sales Management


Advantages

Salespeople are allowed to work more independently


Interact with many different type of people Have large degree of control over their own financial destiny Sales jobs are well-recognized beginning of an upwardly career path

Careers in Professional Selling and Sales Management


Challenges

Long working hours


Undying energy requirement Very tough competition in most industries Job related travel time Away from home

Careers in Selling and Sales Management


Offers many advantages

Three Major Advantages


Financial reward Personal satisfaction Opportunities for advancement

Careers in Selling and Sales Management


Offers many advantages

1 Financial Reward
Opportunity to earn more Successful salespeople and sales managers are well paid

Every year sales & marketing management conducts a survey


Starting salaries and financial rewards are attractive Salespeople can expect to enjoy a company car, liberal expense accounts, sales incentives and other rewards

Careers in Selling and Sales Management


2 Personal satisfaction

Apart from financial rewards, personal satisfaction is very important in any career
Successful salespeople, managers take pride in what they do Professional salespeople know that sales force largely determines the company or firms success Selling provides many opportunities to assist customers as problem solver &play crucial role to the introduction of new products and technology. A well trained dedicated salesman provides special service , sell exciting products, meet buyer need

Careers in Selling and Sales Management


3 Opportunities for career advancement

John Akers, CEO IBM, started his career as sales trainee


CEO, Reebok, Paul Fireman is another example Zafar Siddiqui CEO Gillette, was a regional manager

Most companies now think, focus, show career path which is a series of steps a person go through as his/her career advances

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Careers in Selling and Sales Management


Sales Professionalism

Sales professionalism includes three major conditions


1. Special Training 2. Personal Dedication 3. Establish Standards of Conduct

Careers in Selling and Sales Management


Professionalism Enhances Sales Performance Two major dimensions of sales professionalism which must be attained
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Salespeople and managers must be informed, prepared and dedicated to doing the best to satisfy the buyers need. In other words, the performance dimension of professionalism

- Modern buyers are well educated and more knowledgeable about the goods and services they buy

Careers in Selling and Sales Management


Ethical behavior is an important factor in Professionalism The second dimension of sales professionalism is ethics Salespeople and sales managers are confronted often with situation that require ethical decision - While placing a large order, purchasing agent asks for a cash rebate - Quotation business - Back-door selling, bypassing purchase department, direct to buying unit.

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