2 slides sales career
TRANSCRIPT
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Saeed Ur Rehman
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Careers in Professional Selling andSales Management
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Careers in Professional Selling and SalesManagement
Sales is an excellent career choice for an aspiring marketer
At the forefront of a firms competitive effort, salesmanagement 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
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Careers in Professional Selling and SalesManagement
The essential point is that selling & sales managementexperience 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 successoriented career in our business structure. The ability to
sell, coupled with drive, attitude and expectations, canlead almost anywhere an individual wants to go
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Careers in Professional Selling and SalesManagement
Advantages
Salespeople are allowed to work moreindependently
Interact with many different type of people
Have large degree of control over their ownfinancial destiny
Sales jobs are well-recognized beginningof an upwardly career path
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Careers in Professional Selling and SalesManagement
Challenges
Long working hours
Undying energy requirement
Very tough competition in most industries
Job related travel time
Away from home
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Careers in Selling and Sales Management
Offers many advantages
Three Major Advantages
Financial reward
Personal satisfaction
Opportunities for advancement
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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, liberalexpense accounts, sales incentives and other rewards
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Careers in Selling and Sales Management
2 Personal satisfaction
Apart from financial rewards, personal satisfaction is veryimportant 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 newproducts and technology. A well trained dedicated salesmanprovides special service , sell exciting products, meet buyer need
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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 isa 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 Training2. Personal Dedication3. Establish Standards of Conduct
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Careers in Selling and Sales ManagementProfessionalism Enhances Sales Performance
Two major dimensions of sales professionalism which mustbe attained
- 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 knowledgeableabout the goods and services they buy
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Careers in Selling and Sales Management
Ethical behavior is an important factor in ProfessionalismThe second dimension of sales professionalism is ethics
Salespeople and sales managers are confronted often withsituation that require ethical decision
- While placing a large order, purchasing agent asks for acash rebate
- Quotation business
- Back-door selling, bypassing purchase department, direct to
buying unit.
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