1998 by Prentice Hall, Inc.

A Simon & Schuster Company

Upper Saddle River, N.J. 07458

C
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Career Opportunities
in Selling Today



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Today personal selling skills contribute in a
major four groups of workers who usually do not
consider themselves salespeople:
Customer service representatives
Professionals
Entrepreneurs
Managerial Personnel.
S-1 of 1



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Future in personal selling
Not single selling activities- includes your interests,talents
and ambitions.
The word salesmen replace by
Account executive
Account representative
Sales account manager
Relationship manager
District representative
Sales consultant
Clients development manager
Sales associate
Marketing representative
Territory manager.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

FIGURE 2.1: SALESPEOPLE SPEND TIME...
S-1 of 1
5.6
13.9
8.5
11.5
7
Hours Worked -
46.5 Hour Workweek
Service calls
Face-to-face selling
Waiting/traveling
Administrative tasks
Telephone
sales



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

REWARDS OF SELLING CAREERS
High income possibilities
Psychic income
Opportunity for advancement
Job security
Opportunities for women
Opportunities for minorities
Preparation for owning own business
S-1 of 1



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

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
S-1 of 4



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

EMPLOYMENT SETTINGS IN SELLING
Service
Selling for a retailer
automobiles and recreational vehicles
musical instruments
photographic equipment
fashion apparel
Tires and related accessories.
television and radio receivers
furniture/decorating supplies
microcomputers
S-2 of 4



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

EMPLOYMENT SETTINGS IN SELLING
Service
Retailer
Selling for a wholesaler
inside salesperson
outside salesperson
S-3 of 4



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

EMPLOYMENT SETTINGS IN SELLING
Service
Retailer
Wholesaler
Selling for a manufacturer
field salesperson
sales engineer
detail salesperson( missionary salesperson)
S-4 of 4



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Learning to sell
Are salespeople made or are they born-discuss

Sales training- sources are

Corporate-sponsored training
Training provides by commercial vendors.
Certification studies.
And courses provided by colleges and
Universities.




1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458


The job of personal selling: traits and tasks

The professional salesperson have the following characteristics;
1. Possesses a satisfactory amount of basic ability to sell
2. Consciously chose the selling field and is proud of it.
3. Is loyal to high ethical standards.
4. Is a skilled worker.
5. Has thorough knowledge of product.
6. Is true to obligations.
7. Has had actual selling experience.
8. Stays up-to date because of continuous learning.
9. Has integrity above approach.
10. Knows there is no substitute for hard work.
11. Maintains self-respect and independence.
12. Knows that to sell is to serve.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Characteristics of successful salespeople
Psychological characteristics-
Optimism
Enthusiasm
Confidence
Sincerity
Determination
Dependability
Initiative
Imagination



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Social characteristics
Friendly nature
Social grace
Conversational ability
Poise

Physical characteristics
Grooming, clothing and bearing
Mannerisms
Good health
Non-visual physical factors




1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Obligations
Obligations to own job duties
Selling
Auxiliary selling
Non-selling , personal tasks

Obligations to the employer
Selling at a profit
Working industriously
Cooperating with others.

Obligations to the customers
Giving fair treatment to buyers
Giving assistance to buyers

Note-duties/tasks differ.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Traits to be avoided
Lying or cheating
Sarcasm or criticism
Begging or complaining
Prejudice or intolerance
Over- familiarity or aggressiveness
Self-importance or pompousness
Discourtesy or bad manners
Indifference or complacency.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Points to remember
We cannot do without the customer but the customer can do
Without us.

Add value to your customer.
Dont lose your temper
Dont avoid queries
Dont embarrass
Dons argue
Dont underestimate
Overcome objectives
Win an argument and lose a customer



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

PERFECTIONS
1.Generosity-May I be generous and helpful.

2.Morality-May I be refined and well- discipline-Pure and clean
in all my dealings, thoughts,words and deeds.

3.Renunciation-May I be able to sacrifice at least a bit of my pleasure
and privilege for the sake of others. May I not be selfish and self-
Possessive.

4.Wisdom- May I be wise and be able to see things as they truly
are and give the benefit of my knowledge to others.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

5.Energy-May I be energetic, vigorous and persevering,
courageous in surmounting all obstacles and serve others to the
Best of my ability.

6.Patience-May I ever be tolerant and see the good and beautiful
in all. Be able to bear the wrongs of others.

7.Truthfulness-May I not hide the truth to be polite and swerve
from the path of truth.

8. Determination-May I ever be high principles, soft as a flower and
Firm as a rock.




1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

9.Loving-Kindness-May I be able to love all as my brothers and
Sisters. May I be friendly, kind and compassionate.

10.Equanimity-May I ever be calm, serene, placid and peaceful
And gain balance of mind, calmness and composure.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

What is professionalism?

Organizations need results-oriented personnel with a high degree
Of common sense, which is an uncommon commodity.Common
Sense is the key characteristics of a professional.

Towards achieving professionalism one should focus on the
Following 4 key areas.
1. Knowledgebe humble and keep your antenna up.
2. Skillsperception, effective communication, active listening
3. and presentation skills. Skills can be acquired-start now






1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

3. DisciplinesPunctuality, reliability,consistence.
A disciplined person commands respect
4. Leadership- Read biographies of great leaders and emulate.

The New Rolein a team

The first is to execute all duties and responsibilities entrusted, with
the expected degree of competence,based on knowledge and skills

The second is to function effectively as a team member by
developing and overall knowledge of the total company activities
and operations.




1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

That is special note of the following disciplines-

1. Look outward and forward
2. Develop a team spirit and be a team man.
3. Be interested in total organization activities.
4. Be customer oriented- the customer is king.
5. Be polite helpful and focus on servicing the customer
6. Display flexibility to change
7. Strive to improve productivity.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Moreover, the following areas should be given special emphasis

1.The background knowledge
2. The qualities(honesty)he should have or develop and the
Disciplines(punctuality) he should adhere to as a professional salesman.
Background know ledges( 4 Ks in salesmanship)

1. Knowledge of organization
2. Knowledge o the marker
3. Knowledge of the Trade
4. Knowledge of the product.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Qualities

1. Application oriented
2. Communication skills
3. Initiative
4. Intelligence
5. Smartness
6. Honesty
7. Loyalty.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

The 2 special qualities are-

EmpathyThe power of projecting ones personality and the ability
To think and feel like the customer.

Ego-drive---The driving force self development and achievement.




1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

The 3 Ps in the selling process

PersonalityA good salesman must have 4 facets

1. Emotional personalityDrive,confidence, disciplines.
2. Social personalityAmiable, manners ,speech, adaptability.
3. Physical personalityHealth, fitness, exercise, energy, poise,endurance.
4. Mental personalityKnowledge, speaking ability, vocabulary, perception.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Prospecting is the process of locating or determining potentials
buyers, every person in a market.

Who needs a particular product?
For what purpose is it used?
Do they have the financial capacity to purchase?
Would they buy within a reasonable period of time?
Use basic research to get information on above.



1998 by Prentice Hall, Inc.
A Simon & Schuster Company
Upper Saddle River, N.J. 07458

Pre-approachmeans the preparatory work a salesman has to do
, prior to meeting a customer for an effective sales presentation.

Who is your customer?
What are in his habits and attitudes?
What are his interests?
What type of products does he stock and why?
What can your product do and how will he benefit?