2 slides sales career

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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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    THANKS