Professional Documents
Culture Documents
2
Personal Selling
Opportunities in
the Age of
Information
Learning Objectives
Explain how personal selling skills have
become one of the master skills needed
for success in the Information Age
Explain how personal selling skills
contribute to the work performed by
knowledge workers
Discuss the rewarding
aspects of a career in
selling today
Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall
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Learning Objectives
Discuss the different employment settings
in selling today.
Identify the four major sources of sales
training
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Personal Selling in
the Age of Information
One can add value to information by:
Collecting it
Organizing it
Clarifying it
Presenting it in a convincing manner
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Sales Consultant
Client
Development
Manager
Sales Associate
Marketing
Representative
Territory Manager
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FIGURE
2.1
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Above-average income
Above-average psychic income
Opportunity for advancement
Opportunities for women and minorities
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Opportunities for
Women in Sales
Growing opportunities for women
More women are turning to sales
as a career
Expanded career opportunities
Excellent economic
rewards and in many cases
flexible work schedules
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Employment Settings
in Selling Today
Inside salespeople
Perform sales activities at the employers
location
May also be called Customer Service
Representatives
Outside salespeople
Meet prospects and customers in their place
of business or residence
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Selling a Service
Hotel, motel, and
convention center
services
Telecommunications
services
Financial services
Media sales
Real estate
Insurance
Business services
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Selling a Service
See theWeb
site
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Manufacturer Selling
Field salesperson Sales engineer
Gains new customers
Increases sales for
existing customers
Detail salesperson
Assists clients with
marketing, collects data
Not compensated on
amount sold
Inside
salesperson
Takes orders
Supports field staff
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See the
Website
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See the
Website
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Corporate-sponsored training
Training provided by commercial vendors
Certification programs
College and university courses
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Corporate-sponsored Training
Many firms have established programs
Millions are spent in training each year
Salespeople among the most intensively
trained employees
Training for consultative selling may be a
few months to a year
Some Web-based training used
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Integrity Systems,
Inc.
www.integritysystems.com
Huthwaite, Inc.
www.huthwaite.com
Achieve Global
www.achieveglobal.com
Wilson Learning
Worldwide
www.wilsonlearning.com
Dale Carnegie
Institute, Inc.
www.dalecarnegie.com
www.millerheiman.com
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Commercial Vendor:
Huthwaites SPIN Selling
See the
Website
Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall
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Commercial Vendor:
Wilson Learning Worldwide
See the
Website
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Certificate Programs:
The Certified Medical Representative
See the
Website
Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall
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Key Concept
Discussion Questions
Explain how:
Personal selling skills have become master
skills in the Information Age
Personal selling skills contribute to work
performed by knowledge workers
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Key Concept
Discussion Questions
Discuss the different employment settings
in selling today
Identify the four major sources of sales
training
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