CHAPTER

10th Edition

Selling Today

Manning and Reece

Personal Selling
Opportunities in the
Age of Information
2-1

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
Selling skills are transferable skills

2-2

Knowledge Workers Benefit

from Personal Selling Skills
Customer service representatives (CSR)
Professionals
Entrepreneurs
Managerial personnel
2-3

Your Future in Personal Selling

Students tend to view sales
as dynamic and active but
believe a selling career
requires them to engage in
deceitful or dishonest
practices.
These are OLD stereotypes
Ethical sales practices are
the key to success
2-4

Sales Is Pervasive
500 largest sales forces in America employ 17.5
million salespeople
These companies will seek to recruit 500,000
college graduates
The number of sales positions is increasing in
industrialized countries
Hundreds of selling career options to match
individual interests, talents, and ambitions
Most occupations involve some form of selling
2-5

Large U.S. Sales Forces

TABLE

2.1

2-6

Sales Titles Vary

Account executive

Sales consultant

Account
representative

Client development
manager

Sales account
manager

Sales associate

Relationship manager

Marketing
representative

District representative

Territory manager

2-7

How Salespeople Spend an

Average 46-Hour Work Week

FIGURE

2.1

2-8

Rewards of Selling Careers

Above-average ____________
Above-average __________ income
Opportunity for ______________
Opportunities for _________ and
minorities
2-9

Executive and Sales Force

Compensation
TABLE

2.2

2-10

Women and Minorities

Growing opportunities for both women and
minorities
More women are
turning to sales
as a career
Companies recognize
a need for a more
diverse sales force
2-11

Employment Settings
in Selling Today
Selling a ____________
Selling for a _____________
Selling for a _____________
Selling for a _______________
2-12

Selling a Service
Financial services
Radio, television, and
Internet advertising
Newspaper
advertising

Hotel, motel, and

convention center
services
Real estate
Insurance
Banking
Business services

2-13

Retail Selling
Product categories like these usually require
a high degree of personal selling
Automobiles

Recreational vehicles

Musical instruments

Television and radio

receivers

Photographic equipment

Furniture/decorating
supplies

Fashion apparel
Major appliances

Tires and related

accessories
Computers
2-14

Wholesale Selling
Inside salesperson
Relies heavily on phone
orders
More office-based
Internet often used for
support
Inside sales growing in
popularity as a costsaving move

Outside salesperson
On-the-road
Duties vary
Often must be familiar
with many products
Must know details of
customers operation
Serves as consultant to
the customer
2-15

Manufacturer Selling
Field salesperson

Sales engineer

Gains new customers

Knows technical details

Increases sales for

existing customers

Must identify, analyze,

solve customer problems

Detail salesperson
Assists clients with
marketing, collects data
Not compensated on
amount sold

Inside salesperson
Takes orders
Supports field staff

2-16

Telemarketing Sales Channel

Telemarketing: a channel in which the
sales process is conducted by telephone
Serves two purposes: ____ and _______
Inside sales, backup for outside sales
Sometimes used to maintain contact with
smaller customers
Also used to find and qualify prospects
2-17

Learning How to Sell

The principles of selling can be
learned and applied by people
whose personal characteristics
are quite different.

2-18

Four Sources of Sales Training

Corporate-sponsored _________
Training provided by __________
vendors
Certification ______________
College and university courses
2-19

Corporate-sponsored Training
Many firms have __________ programs
Millions are spent in _______ each year
Salespeople among the most intensively
trained employees
Training for _____________ selling may
be a few months to a year
Some Web-based training used
2-20